Accelerating sales cycles, and getting to “yes” faster, is the goal of all organizations and recent survey results indicate that mobilizing the sales team can deliver significant productivity improvements. According to a recent study by Constellation Research, mobilizing a sales team:
These positive results were echoed in a survey by the Sales Management Association, which found that:
So how does mobilizing a workforce contribute to these productivity improvements? Let’s review some of the inefficiencies inherent in sales efforts.
Complex sales involve many individuals, usually from many departments and in different geographic locations. To exchange information, sales managers often rely on email to communicate. When proposals, technical specifications, legal contracts, and other critical sales documents travel back and forth through email, delays naturally occur, in part because people check their email on different schedules, and accessing and collaborating on documents often requires tools only provided on laptops and desktops.
So how is the sales process streamlined by a mobile workforce and sales team? Let’s take a look at the mobile-enabled sales process. Sales people require a smartphone or tablet, obviously, but what else? They’ll need a secure solution to share and access critical content, like kiteworks by Accellion, and a mobile device management solution to authenticate the user, like Good Technology, and e-signing technology to digitally finalize contracts, such as DocuSign.
Here is how the workflow of a mobile salesperson would play out with these mobile solutions:
John (Sales Manager) is trying to close a deal in the last week of the quarter.
The evidence is clear. If your organization wants to increase its sales results and operational efficiency, a secure mobile file sharing solution, integrated with MDM capabilities and e-signing, is a smart investment.