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.

Learn More

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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?