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Sales Management Association Webcast
9 July 2013
Presented by
Best Practices in Mobile Sales
Enablement
About The Sales Management Association
A global, cross-industry professional association for sales
operations and sales management.
Focused in providing research, case studies, training, peer
networking, and professional development to our membership.
Fostering a community of thought-leaders, service providers,
academics, and practitioners.
Learn More: www.salesmanagement.org
Today’s Panelists
Sales Management Association Webcast
9 July 2013
Presented by
Best Practices in Mobile Sales
Enablement
Mobile Sales Enablement Best Practices
• Best practices from a recent study of 100 mobile sales
programs
• How mobile sales enablement solutions can help you grow
revenues, improve sales effectiveness, and differentiate
the client experience.
• Three practical steps you can take to get your company
ready to realize the potential of mobile sales tools
• Nine ways mobile devices can transform the sales process
and the customer experience
• Expert interviews: In-depth interviews
with 140 sales and marketing executives
and sales enablement experts including
sales and marketing management, sales
operations, sales tools, and mobile
strategy functions;
• An analysis of 100 tablet sales
deployments. A best practices analysis
of the mobile sales programs of 100
organizations that were actively in the
process of evaluating, developing or
deploying tablets – iPads, Slate Tablets
or hybrid tablets - for their field sales
organizations;
• A technology assessment: An
evaluation of a sales enablement
solutions and service providers that
support elements of the mobile sales
enablement value proposition.
Study Overview
1. Consistent execution of the
sales process
2. Differentiating the customer
experience
3. Making cross selling simpler
4. Reducing selling costs
5. Improving training speed,
retention and coaching
6. Improving sales productivity
Six Ways Tablets Can Improve Sales Effectiveness
Anticipated Return on Investment
Polling Question
How will you generate an attractive return on your
Investment in mobile sales?
Drive growth and cross sell
Improve sales effectiveness
Reducing selling costs
Improving skill development
Improve the sales experience
Anticipated Return on Investment from Mobile Sales Initiative
1. Consistent execution of the
sales process
2. Differentiating the customer
experience
3. Making cross selling simpler
4. Reducing selling costs
5. Improving training speed,
retention and coaching
6. Improving sales productivity
Six Ways Tablets Can Improve Sales Effectiveness
Anticipated Return on Investment
Adoption of Tablet Sales By Industry
The Focus of Investment
Access to research
and sales
intelligence (10%)
Social learning and
best practices
sharing (3%)
Sales guides,
coaching tools, and
playbooks (4%)
Planning Engagement Follow-up
* Analysis of 100 tablet sales deployments 4Q2012
The Focus of Investment
Access to research
and sales
intelligence (10%)
Social learning and
best practices
sharing (3%)
Sales guides,
coaching tools, and
playbooks (4%)
Planning Engagement Follow-up
Real time access to
sales and marketing
assets (51%)
Data driven decision
support, assessment
tools and advice
(13%)
User interaction,
collaboration and
visual configuration
interfaces.(29%)
* Analysis of 100 tablet sales deployments 4Q2012
The Focus of Investment
Access to research
and sales
intelligence (10%)
Social learning and
best practices
sharing (3%)
Sales guides,
coaching tools, and
playbooks (4%)
Planning Engagement Follow-up
Real time access to
sales and marketing
assets (51%)
Data driven decision
support, assessment
tools and advice
(13%)
User interaction,
collaboration and
visual configuration
interfaces.(29%)
Streamlined field data
capture and
integration into CRM
(26%)
Workflow automation
and integration to
operational systems
(25%)
Analysis of sales
opportunities, best
practices, and asset
usage and efficacy
(5%)
* Analysis of 100 tablet sales deployments 4Q2012
The Focus of Investment
Access to research
and sales
intelligence (10%)
Social learning and
best practices
sharing (3%)
Sales guides,
coaching tools, and
playbooks (4%)
Planning Engagement Follow-up
Real time access to
sales and marketing
assets (51%)
Data driven decision
support, assessment
tools and advice
(13%)
User interaction,
collaboration and
visual configuration
interfaces.(29%)
Streamlined field data
capture and
integration into CRM
(26%)
Workflow automation
and integration to
operational systems
(25%)
Analysis of sales
opportunities, best
practices, and asset
usage and efficacy
(5%)
* Analysis of 100 tablet sales deployments 4Q2012
Mobile Sales Maturity Model
Polling Question
What level of execution is your organization at?
Differentiate the customer & sales experience
Reengineer sales content packaging & delivery
Automation of sales fulfillment and workflow
Integration to sales infrastructure (CRM)
Enable basic access, functionality & communications
100%
71%
11%
19%
11%
12%
Levels of Mobile Sales Enablement Execution
Mobile Sales Maturity Model
100%
71%
11%
19%
11%
12%
Levels of Mobile Sales Enablement Execution
Mobile Sales Maturity Model
Utility &
Efficiency
Profitable
Growth &
Effectiveness
Return on
Investment
Top Barriers to Successful
Executing
20
Mobile Sales Value
Experience
Content
Process
Adoption
• “Channel ready”
products and content
assets
• Content architecture,
alignment &
reengineering
• “SME in a box”
• Personalized experiences
• Visualized configurations
• Interactive and collaborative experience
at the point of customer engagement
• Merge the sales and client experience
• Reengineer and take significant work out
of the sales process
• Embedded sales logic based on customer
insights
• Automate data entry & ordering workflows
• Simplified follow-up to eliminate errors,
delays or missed cross sells
• Segmenting
and targeting
users by
behavior &
value
• Get the training
& support right
• Tracking &
compliance
(Take away the
paper)
• Make it work -
get the
infrastructure
right
Success Factors
Steps to Get Ready for Mobile Sales
End State
Vision Asset Audit Alignment Enablement
Define where you want
to go by documenting a
future state go-to-market
process
Inventory & benchmark
existing sales assets to
understand the current
state
Align sales assets with
the go-to-market
process to identify
opportunities and gaps
Create a business
case and a sales
enablement roadmap
to guide execution
• Redefine the customer
engagement process
• Differentiate the sales
and customer
experience
• Create a vision of the
end state
• Document the business
case to change
• Content
• Technology
• Methodologies
• Align existing assets
to the process
• Identify
opportunities to
leverage existing
assets
• Gap analysis to
identify needs
• Business case
• Tactical
opportunities to
improve
• Business
requirements
• Execution
roadmap
• Pilot
Successful executions start with a vision for transforming the sales and
customer experience and create a roadmap that leveraging sales assets
and infrastructure to move towards that vision in phases.
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Questions and Discussion
Stephen and Alex answer
questions from the webcast
audience.
How to Develop Content?
Clearly content development is essential to
success in sales enablement and mobile
strategy; our firm outsources content
development at considerable expense. How
can companies do this more cost effectively?
Are There Alternatives to iPads?
What are your thoughts about
non-iPad tablets? How viable
will the new Windows tablets
be?
What Apps Do You Recommend?
What apps do you personally
get the most value from? Are
there apps that you recommend
for sales management?