otimizar processo de vendas

How can corporate mobility solutions help to optimize the sales process?

The corporate environment is being constantly changed by digital transformation. In each moment of our daily routine we can see the constant presence of mobile devices and it’s not different inside the companies. And there are a lot of good ways to benefit from this.

Searching solutions to improve the sales process using technology is part of the job of any operations manager. With this in mind, this text intends to explain any doubts about corporate mobility, by showing how it can be an important ally to improve business profitability.

What is corporate mobility?

Amid the technological evolution that we’re living through, several sectors had to adapt to new market demands and consumer requirements, all of which are bigger than ever. However, many new ways to act also arose, making innovation a valuable factor for business. Corporate mobility is a good example.

More than just advocate the use of tablets and smart phones in the business environment, the concept aims to improve many professional practices, regardless of the area. As sales processes are known for the strong connection between consumer’s demands and the way the company answers to them, corporate mobility is an important differential.

When used in an intelligent way, this strategy allows the automation of processes while it brings business intelligence and productivity. This happens as the people involved in the business have all important information right at hand, in real time.

As a result, they have increased productivity and the decision makes becomes easier. Therefore, the sales process stops being something that relies only on the seller and becomes structured around relevant and trustworthy information.

Why is it so important for business?

Focus transfer and standardization on sales processes is a crucial point in business. That doesn’t mean the seller becomes simply someone who access a database and search for instant answers; it means his work is now related to an extremely high results level. He can make more certain decisions with the help of a technology that will guide the work based in really relevant information.

The impacts can be felt all over the company. Sales are responsible for the business survival, as they are what bring the expected financial return, according to the planned investment. These processes improvement results in more than just increased sales: it makes the margin between investment and return a lot higher.

Therefore, every penny your company invests in processes performance brings higher profits. Your sellers become more efficient and capable to improve their technique. After all, they must be able to do something really important for the clients: treat them in the most personal way.

Today, people don’t want to be seen as numbers anymore and neither to go through standard processes. They want custom products and services, with easy, fast and efficient communication that immediately deliveries the information needed.

Corporate mobility puts this information at the sellers reach. Therefore, even before the approach, they know what kind of merchandise the client usually buys, what are their preferred payment terms, what kind of marketing will be more useful and other examples like these.

You must keep in mind that the rapid technological advances and the changed consumer’s behavior made the market more competitive. These days, to invest in corporate mobility is a matter of survival.

And so you can find the tool to improve those processes in your company, we’ll show you what you should expect from this technological solution.

What are the main features a mobility tool must have?

Generally, companies search for some specific features on corporate mobility. They hope these solutions are, for example:

  • stored in a cloud;
  • easily integrated with other systems (ERP, CRM, BI);
  • multiplataform (which means they work on Android, iOS and web);
  • able to be used in several languages;
  • hybrid (online and offline);
  • able to work with hierarchies, commercial structure, clients and products;
  • cohesive with the process and the company’s business model;
  • able to mirror the market’s good practices, improving the seller’s work with an intuitive interface;
  • easily customized (making it easy any maintenance/setting or an agile project cycle);
  • predictive (by analyzing the collected data, it can foresee any potential issues and show the best solution possible);
  • true to all information safety standards.

All these points may be important differentials to the company’s system. However, when we’re talking about sales processes and all of their features, even if it’s a common ground in corporations, each one has its own details, its own flow. That’s why the chosen solution must reflect the reality of each business.

How can mobility improve the sales process?

These days, companies keep a lot of data in ERP, CRM, cloud or even in spreadsheets, and it’s important to turn these data into useful information for sellers. The moment the company has a well-defined process, the solution becomes a virtual assistant for the sales process, helping the professional to meet the established goals.

Managers, on the other hand, are also favored by the easy access to all of this information. Besides having a bigger control over the operations, they are able to offer the support needed so that the team can close more sales.

WinTheMarket (WTM), for example, offers in its design, tools that can improve the management the seller does of his performance. He has access to a panel which shows his planning, in which he can see the daily goals, general objectives, current promotions, new releases, markers that must be reached, etc.

So the seller not only can access practical information, but he can also change his own strategy, when he believes it’s necessary. Thus, besides the planning stage, he can access the execution one, which shows every day processes, so he can focus on one specific activity, not worrying about any other.

Sellers’ field teams, for example, can have a route of the day. As soon as they access their itinerary, they can be guided and oriented with the closest clients in mind, all based in a planning made on the tool. Time management, on the other hand, is also improved.

In that case, the tool will show the ideal time for each visitation, based on the amount of clients that have to be seen in a space of time. It’s worth noting that the company, when accessing the clients’ information, can register then in real time, adding them to each seller’s planning.

Therefore, each new opportunity can show up immediately on the sales funnel. The tool makes it possible to access the client’s strategic information, contact data, address, last issued invoices, the requests’ situation (if they are open or not, for example), suggestions for each client, advertising, margin, profitability, etc.

During the visitation, for example, the seller can access the information and use them to propose a new product that seems relevant. The tool helps to analyze if it would be better to buy a product sold previously or if it’s better to base the sale on the last requests average. If the client has an available product stock, it is also considered and it can be made into a request proposal.

Every strategy related to visitation, contact with clients, prices and other steps from the sales processes can be improved by this kind of tool. The seller’s time is improved and so is his work with the clients.

Corporate mobility offers a huge potential to improve the sales process. Assess you company and see how it can increase your customer loyalty.

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Best regards,
Helder Freire
MC1 Solutions Architect

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