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5 Mobile Sales Enablement Must-Haves
When it comes to empowering your sales team, mobile matters. Access to portable, flexible, and easily-digestible information is integral to unlocking a rep’s full potential. In fact, according to a recent report from Salesforce, high performers are nearly four times as likely as under-performers to use a mobile sales app.
So, what does it take to successfully go mobile with sales training content? Each company will need to tailor their approach, but there are a few basic elements every organization should include. Here’s a quick look at what you’ll need from our ebook on the building blocks of mobile sales enablement.
1. A solid idea of what you’re running toward.
Sure, the ultimate goal of your program may be to turn your sales team into a well-oiled fleet of deal-closing machines, but it’s not always obvious how mobile content will do that. Is it reducing ramp time? Increasing engagement? Save time and money upfront by clearly defining your objectives.
2. A treasure trove of mobile-optimized content.
Unless you’re starting from scratch, you probably won’t be creating all new training materials, nor will you be migrating every bit of existing content in your organization. Determine what stays, what goes, and what needs to be added by taking a hard look at your current content and assessing the extent to which it’s meeting the needs of your reps.
3. An implementation strategy that fits your business.
There’s no such thing as a one-size-fits-all implementation plan—you’ll have to create one aligned with your business’s individual financial situation and growth strategy. The key question to ponder is this: Is building and managing a new mobile platform something your IT team can reasonably handle in-house? Or will it place an undue burden on your company’s resources? If the case is the latter, consider hiring a digital agency or licensing a software platform.
4. A new and improved workflow.
If you’re going to change your sales enablement program, you’re probably going to need to change your content creation workflow as well. That’s a good thing: it’s an opportunity to make processes more efficient, creative, and collaborative. With the right mobile platform combined with the right workflow, subject matter experts will be able to give their input on new content without requiring technical help.
5. A framework for evaluating what’s working (or not).
You need to know which content is arming your sales reps with the information they need. To evaluate what’s working, it’s time to crunch the numbers—at a minimum, track usage rates, frequency, page views, trends, and when the content is accessed. You’ll quickly learn which content is most valuable to your team and what needs to be altered. With the most engaging and useful materials at their fingertips, your sales reps will be ready to take on the world.
To learn more, check out our free eBook, “The Five Building Blocks of Mobile Sales Enablement.”