Sales metrics and key performance indicators (KPI) are only successful if your sales force is constantly trying to improve upon their metrics. Since your salespeople spend so much time on the road, your enterprise mobility solutions must be able to track their ability to attain these performance indicators. KPI are meant to define the value of a given sale. They allow your company to measure your sales team’s performance in attaining specific goals, ones you’ve deemed important to increasing market share. For instance, your company may decide that its sales metrics should be focused on incentivizing your salespeople to attain a certain gross profit percentage on each transaction. You may place greater emphasis on sales volumes, units sold over time, territory and customer account growth. Or, you may even decide to measure your sales team’s abilities to reduce inventory and receivable financing. However, how will your management manage salespeople in the field if they don’t have access to real-time data? This is ultimately why your enterprise mobility solutions are so important.
Posts Tagged ‘improve sales’
One of the surest ways to improve your sales forecast accuracy is by having the right enterprise mobility solution. This is especially the case if your salespeople spend the majority of their time in the field. Not convinced that having a handheld computer will help with your sales team’s ability to properly forecast sales? If so, then perhaps it’s important to ask yourself how fast your salespeople are able to update their forecasts without having a handheld computer. More importantly, how accurate can these forecasts possibly be when your salespeople are constantly moving from one customer meeting to the next? If you’re not convinced, then perhaps it’s best to review the steps involved in retaining and transferring this information to the head office.
Every company wants to have strong cohesion within its business development team. Every company wants its marketing, sales and customer service departments to work as one, or at the very least, to provide congruent message to the market. Unfortunately, far too few are able to provide that message. Far too few are able to properly manage the customer’s expectations, and far too many come up short when managing their customer’s urgent requirements. Is this because these internal departments refuse to work together? Is it because they have conflicting goals and objectives, or is it simply because they lack access to the same vital, accurate, up-to-the-minute information? Well, in most cases, these three aforementioned business functions want to work as one. It’s in their best interest to do so. Unfortunately, the problems are typically caused by a lack of essential information, information that is often put together via manual processes. So, what’s the solution?
There are a myriad of books, courses, and training tools aimed at helping salespeople win more business. Some focus on improving B2B (business to business) customer relationships, some focus on the shorter sales cycles present in B2C (business to consumer) sales, and yet others concentrate on more complex sales, ones typically associated with large contractual agreements. However, what is the ultimate indicator of the ability for a salesperson to close a sale? Is it their “gift of gab”, their ability to turn a “no” into a “yes,” or is it simply their ability to get that customer the essential information they need to make an informed decision? Well, when you step back and take an honest look at sales, it becomes readily apparent that success often comes down to the ability to provide information in a timely manner. While not the only indicator of success, the ability of a salesperson to give accurate information does make a difference. With this in mind, a number of companies are helping their salespeople close more business via their rugged handheld computers. Salespersons today must be connected and mobile! They must be able to provide customers with immediate information, and it is this ability that often means the difference between business won and lost. So what are some of the immediate benefits of empowering your sales team with rugged mobile computers?