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Sales on the Move Niels van der Putten September 2012. Sales force environment is increasingly complex. Our sales forces are faced with an increasing challenging commercial environment with many factors influencing the customer dialogues.

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sales on the move niels van der putten september 2012
Sales on the Move

Niels van der Putten

September 2012

sales force environment is increasingly complex
Sales force environment is increasingly complex
  • Our sales forces are faced with an increasing challenging commercial environment with many factors influencing the customer dialogues
  • Products and portfolios become more complex due to complex customer needs
  • One person cannot sell everything and needs to involve experts to get a deal
  • More consultative selling required to become a trusted business partner
  • Companies become more complex and organizational matrices put a strain on the coordination of the sales force effort and customer dialogue
  • Sales needs to align with other departments to provide full service
  • More partners/ alliances are involved in the selling process
  • There is so much data and reports available that they are often ignored

This Point of View focuses on how Sales Reps can be supported in bringing the right message with the biggest impact to the market

sales reps are less customer focused due to internal alignment of the customer dialogue
Sales reps are less customer focused due to internal alignment of the customer dialogue
  • Sales reps are often the primary contact with your customer base and everyone wants a piece of their conversation. Instead of focusing on the customer, the rep is focused internal alignment

SalesManager

‘Your visit frequency is too low. Step up on your visits’

Commercial Analytics

‘We found a new segment. Can you develop it?’

MarketingManager

‘You need to get more exposure for this campaign’

ProductManagers

‘Tell you customers about this new feature!’

Customer

Customer Services

‘Your customer has called a lot with issues lately’. Can you check?’

Sales Rep

Sales

Reps

‘Can you fill in for me? I am home sick’

reps should be in the field talking to customer with relevant dialogues
Reps should be in the field talking to customer with relevant dialogues
  • Sales reps are very capable of steering the dialogue in the direction that yields most results. It is their job. What they need is a way to drive an engaging dialogue that fits the occasion of the customer meeting

Orderintake

Campaigns

Quotas

Previousvisits

Issues &questions

Productintros

Analytics

Eventinvitations

Surveys

Advice

Proposals

Contracts

mobile solutions offer distinctive advantages to make the most of sales forces time in the field
Mobile solutions offer distinctive advantages to make the most of sales forces’ time in the field
  • Easy to use tool supports Sales in their daily work. Interactive, multimedia tooling supports engaging customer dialogues. An enabled, independent sales force needs less steering and control mechanisms to achieve results

Actionable Analytics

Engaging Interactions

Sales Enablement

1

2

3

  • On the road analytics
  • Driving sales activities
  • Providing focus on optimal results
  • Trend analysis keeps rep on long term targets
  • Interactive customer dialogues
  • Multi-media marketing collaterals
  • Easy product configurators and proposal generators
  • Automatic sales visit admin
  • Visual route & visit planning
  • Tailored interactive training modules
  • Chat functions for corporate social communities
  • Easy sharing of documents

‘What should I do?’

‘How can I engage my customer?’

‘What can I do more?’

scope of key functionality mobile sales
Scope of key functionality Mobile Sales

Actionable Analytics

Engaging Interactions

Sales Enablement

1

2

3

Dialogue Builder

Sales Quota Analysis

Customer Profiling

Advice Tool

Contract Management

  • Lead Opportunity Management

Campaign Management

Activity Management

Prospecting Analytics

Product Configurator & Proposal Generator

Training

Micro Segment Whitespace Analytics

Collaboration

Cross-functional Service

actionable analytics sales force steer themselves to the optimum result
Actionable Analytics: Sales force steer themselves to the optimum result

1

  • While on the move a rep can use easy to interpret analytics to drive his efforts to the optimal result. The analytics provide the tools to help a sales rep to make the right decisions

Reports

Reports

Reports

Pipeline Value:

“Wow, not good! I need to focus on lead generation quickly!

  • Win/Loss Ratio:
  • “I am winning far more deals than losing and the trend is up!”
  • “Two of my open opportunities have not changed for over a week?!”
  • “I need to focus more on following up my leads to keep a healthy pipeline”
engaging interactions sales force have access to the relevant tools to engage their customer
Engaging Interactions: Sales force have access to the relevant tools to engage their customer

2

  • Central coordination can develop flexible, best-of-breed apps/tools of which the rep always has the latest content available. The rep can modularly use these tools to the advantage of each customer visit

Central coordination & development

Interactive mobile tool(box)

Sales selects relevant support

Campaigns

Proposal configurator

Product Introductions

Marketing collaterals

Customer Surveys

‘This gives me an easy, interactive and attractive support before, during and after a customer visit!’

sales enablement make the most of a day in the field
Sales Enablement: make the most of a day in the field

3

  • Between visits the rep can make use of the mobile tool to make the most of a day. The easy interaction makes even menial tasks more fun

- EXAMPLES -

Route & visit planning

Training Academy

Academy

‘Where are my customers and prospects?What is my optimal route?’

‘How can I improve my skills?’

Customer profiling

Flexible out-of-the-box apps

Academy

‘What is there to know about my customer?’

‘Many apps from the app store are easy to use to my advantage ’

key conclusions of using mobile tools
Key conclusions of using mobile tools
  • Tablets and interactive apps provide a distinct advantage for a sales forces to provide engaging dialogues with their customers
  • Customer messages are centrally prepared and easily distributed to the sales force with quick feedback loops of each follow-up
  • Relevant customer dialogues: Sales rep have powerful tools to add so much more to a customer visit
  • Consistent branding and interactive dialogues through centralized marketing collaterals
  • Via gamification a sales force can be motivated to do menial tasks like customer data updates
  • Flexible CRM App infrastructure; easily updated/changed following market changes and new customer needs
  • Tablets are easy to use on the road with quick access, interface and long battery life

Tablets enables a company to provide their sales force with new differentiating, interactive and engaging tools to make a customer visit more relevant

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To get there...

…Together.