Sales Management Association Webcast Mobile Sales Enablement: Intelligence, Policies and Tools For an Agile Sales Force 3 December 2013 Presented by #AgileSales
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 #AgileSales
Today s Panelists #AgileSales
Sales Management Association Webcast Introduction 3 December 2013 Presented by #AgileSales
Well adapted to its environment Knows its market Understands its customers Repeatable processes Solid reputation High client retention rate
Well-Adapted But Agile? Adapted Well To Environment Respected By Peers Understands Its Customers Repeatable Processes Solid Reputation
Mobile enablement systems
Mobile enablement systems
Investment per Mobile Employee Per Year $14,000 $12,000 $11,779 $10,000 $8,000 $6,000 $6,527 $4,000 $2,000 $0 High Growth Company Non Growth Company
98% of the executives believe mobile devices will be essential or very important to sales within the next 18 months. - Profitable Channels.com March 2013
30% of executives have not yet defined a business case to justify and allocate their mobile sales investments 37% of respondents do not have a mobile device policy
The Challenger Sale by Neil Rackham
50% of star performers are Challengers
1. Define measures of success 2. Determine measurement methods 3. Ensure sales rep acceptance 4. Enable achievement of objectives 5. Act on business intelligence
1. Define Successful Behavior Patterns Company Grows Revenue X% Sales renews X% of customers Sales grows X% of customers Sales acquires X% new customers Individual rep sells $X X# of proposals needed X# of meetings X# of calls
2. Determine Measurement Methods Self reported activity? Peer reported? Automated Activity Tracking?
2. Determine Measurement Methods Self reported activity? Peer reported? Automated Activity Tracking? Big Brother vs. Big Discrepancy
2. Determine Measurement Methods
3. Ensure Sales Rep Acceptance Present a strong set of rep benefits specifically tailored to rep needs: Makes their life easier Increases their productivity Greater job satisfaction
4. Provide Universal Access
5. Act on Business Intelligence Critical Business Decisions Actionable Intelligence Informational Reports Data
Behavior Definition Actionable Intelligence Reporting and Supporting Technology
Be extremely explicit about what success looks like Describe the role each employee specifically is expected to play to reach the goal Leave no gaps between behavior and outcome
Put info into reps hands when and where they need it Increase rep efficiency by minimizing time on administrative tasks Centralize data management and visibility for monitoring and modeling behavior patterns
Benchmarking Determining highest value activities Determining quantifiable metrics
Monitoring Managers #AgileSales Do companies electronically monitor manager?
Measuring employee interaction #AgileSales Does the technology manage employee interaction?
Using this new data #AgileSales How are managers educated on using these new data streams?
What role does Sales Ops play? #AgileSales What role does sales operations play in evaluating these technologies?
The Challenger Model #AgileSales Is Challenger the best model for a top sales performer?
Territory Optimization #AgileSales Are there rules of thumb related to territory optimization?
Technology changing methodology #AgileSales Does your mobile technology change your selling methodology?
Integrating into selling methodology #AgileSales How does the mobile platform integrate with your selling methodology?
Mobile Enabled Sales People #AgileSales What is different about a mobile enabled sales person?
Assessing your mobile platform #AgileSales How often should you assess your mobile platforms performance?
Future Developments #AgileSales What future technology developments will impact the mobile sales force?
Quantified Sales People #AgileSales Should companies used this data to quantify sales people similar to how athletes quantify their activity with fitbit?
#AgileSales