Andrew Sinclair-Pearson

The business benefits of developing a sales enterprise app

Peter Drucker once said “The best way to predict the future is to create it”. I would reinforce that sentiment by saying you need to give your employees the right tools to help create that future.

A great sales team will really help drive a business forward. Making this team more efficient is therefore a key priority to any organisation wanting to stay competitive. In the past this has been achieved through training and personal development plans, however the advent of emerging technology, and in particular the growth in mobile applications, has opened up a whole new realm of opportunities for companies striving to increase sale force efficiency. Many businesses are now developing customised apps to address common pain points for sales teams, with a particular emphasis on streamlining workflow, improving communication, and tapping into the masses of data that will improve the sales offering to the customer.

This article looks at five scenarios where mobile apps can be developed to improve a sales team’s efficiency:

1. Tailor-made proposals

A meeting with a customer can be a great opportunity to garner vital information on their real requirements, with the sales person taking the findings away and following up with a sales proposal. A sales app can streamline this process by enabling the sales person to work through a set of pre-defined questions while talking to the customer; the sales app will then collate and analyse the data, and generate a tailored proposal in real-time – therefore allowing the sales process to progress to the next step.

2. Showcasing products

Demonstrating a complex product can be tricky, especially at an exhibition where there are many distractions. A sales app can help to make your product more accessible by showing the features and benefits, and bringing the product to life but in a controlled environment. This is really useful at exhibitions as delegates can browse the sales app independently to help them understand the product – with sales representatives on hand to answer any questions.

3. Brand compliance

With the sales team out in the field, it can be difficult to ensure that the whole team is using the latest sales templates leading to a dilution of a company’s hard earned brand identity. This can be addressed by a sales app that uses centrally controlled sales templates to generate sales proposals – therefore maintaining a brand’s integrity.

4. Streamline sales admin

The sales team have done their job and closed a sale. The next step in the process is sales administration, which in some organisations can be a common bottleneck. Delays at this stage can give the wrong impression to a new customer, and in some case may unnecessarily prolong the sales cycle.

A sales app driven process enables the sales person confirm the order value, issue a contract, and inform the client when they can expect fulfilment. This information can be pushed instantly to internal teams – speeding up the sales cycle and freeing the sales person to concentrate on their next appointment.

5. Self service purchasing

Good sales people can spend considerable time talking with existing customers and processing repeat orders instead of focusing on new business opportunities. Free their time with the implementation of a sales app that puts the customer in control by enabling them to access your company’s sales app and place repeat orders.

Sales enablement apps present a huge opportunity for companies to streamline their sales process and increase their competitive advantage in what are still challenging times. I’ve outlined five key scenarios where they could be deployed, but every company has it’s own unique processes and sales apps need to be tailored to refine the pain points of the particular sales team.

If you’d like to learn more about how B2B apps can enable efficiency in the sales process, or help in other areas of your business, then contact Torpedo – we are always happy to talk.

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