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.
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Can your sales team use its enterprise mobility hardware to reduce the damaging effects of inventory obsolescence? In order to answer this question, it’s important to reflect upon how companies typically view a drastic decline in sales. Most companies would concern themselves with lost gross profit, others with lost revenue, and still others might be more concerned about the company’s declining market share. Still, others would reflect upon the ups and downs of business cycles and rationalize that declining sales are always followed by a sudden increase in customer demand. Unfortunately, few would stop and think about the costs of holding inventory without sales, and even fewer would understand the high costs of holding inventory customers can no longer purchase. However, there are other companies who use the lull in customer demand to liquidate their outdated inventory. More to the point, they use their enterprise mobility solutions as the catalyst to get that initiative going. Therefore, can a salesperson’s rugged handheld computer help liquidate that inventory before it’s too late? Absolutely!
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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?
Today, manufacturers must be able to respond at a moment’s notice. The ability to increase production throughput relies upon making split-second decisions, decisions that must be made in real-time and ones that are predicated on access to time critical production information. To be successful requires manufacturers do away with manual production tracking methods, and instead rely upon the accuracy and ease-of-use of today’s enterprise mobility solutions. Manual production tracking is an outdated and antiquated approach to the time-sensitive needs of today’s constantly changing marketplace, a marketplace where time waits for no manufacturer and the consequences of not being able to react, are severe. Today’s enterprises must do away with manual processes and turn to the definitive benefits of enterprise mobility solutions.
Can an argument be made that your customers are the greatest assets your company has? In order to answer this question, think of what a customer means to your business. First, customers provide your company with profit. Second, they justify the purchase of inventory and investment in additional warehousing space. Third, they provide a means to grow market share and further increase revenue. Fourth, they are the reason your company finances its future expansion. Fifth, they are the impetus you need to improve your product and service offering. This list could go on and on. The point is that everything begins and ends with your customers. Consider this a constant feedback loop. Happy customers buy more, which in turn increases your revenue, and allows you to grow your business. This is the reason your customers are your greatest asset and it is ultimately why your sales, marketing, customer service, and field service technicians, must have rugged mobile devices. It is these devices that allow them to better manage these customer assets.
Regardless of whether you are the project manager in charge of multiple installations, the head of procurement, or the field service technician servicing the end-user customer for your company, you need to have access to vendor data. As such, a number of companies have decided to upgrade their service capabilities with rugged mobile computers, devices that are part of a larger upgrade in their enterprise mobility network. The idea is to not only speed up data transfer from vendors, but more importantly, to improve how companies manage both their internal and external customers. After all, the faster your company is able to respond to internal requests, the faster it should be able to service its external customer base. In the marketplace today, speed is everything!
Does your enterprise currently rely upon vendor managed inventory? Do you view your vendor relationships, and agreements, as pivotal to your supply chain and the long-term success of your enterprise? More importantly, have you come to rely upon vendor managed inventory agreements in order to reduce monthly carrying charges for your company? If you have answered yes to each of these aforementioned questions, then you understand full well how important it is to have access to immediate information about raw material, part and finished good availability. It is this access to vendor data that is of vital importance to ensuring that your agreements are properly managed. Upgrading to enterprise mobility hardware will make managing these agreements a much easier process. In essence, it will simplify how vendor data is transferred to your company and allow your procurement department to make better, more informed decisions.
Can upgrading your enterprise mobility solutions help improve company sales performance? Can your sales team close more orders when they have access to rugged handheld computers? Are your customers more likely to make purchase decisions when your sales team is able to give them everything they need? When answering these questions, think of how salespeople sell. Salespeople are most effective when they have all the information they need to close orders. They need information on material and part availability. They need information on credit terms, freight costs, scheduling and most importantly, pricing. This vital information is intrinsically linked. Part availability often has an impact on pricing, and it definitely has an impact on freight. Some customers may need those parts next day, while others can afford to wait. What customers can not afford is to not have this information. So, if having this information is so important to closing sales, then can having mobile computers help your sales team close more orders? It most certainly can! What are some of the scenarios where customers are more likely to place orders when salespeople can provide instant updates via mobile devices? Consider the following example.
How could anyone try to link enterprise mobility solutions with how a company manages customer expectations? What does one have to do with the other? After all, what possible role could your enterprise mobility hardware play in better managing customer expectations? When looking to answer these aforementioned questions, think of how important it is to provide your customers with timely answers. Think of how much better your company can serve its customer base when your salespeople, field service technicians and project managers all have access to rugged mobile computers, computers that can provide your customers with instant updates on order fulfillment. Think of how these mobile computers will distinguish your product and service offering within your market and amongst your customer base. Now think of how your competitors likely don not have this ability. Not only will it help better manage customer expectations, but it will position your enterprise as a market leader.
Does your company manage multiple projects? Do you employ project managers, field service technicians and or salespeople who spend a considerable amount of time onsite, at various customer locations? Most importantly, do these locations require rugged mobile devices, devices that are able to withstand harsh weather and severe working conditions? If you have answered yes to each of these questions, then it is about time your enterprise perform a cost benefit analysis on a capital expenditure. However, in the case of upgrading your mobility solutions with rugged mobile computers, this is one investment that is guaranteed to provide considerable returns. So, what would an upgrade to rugged mobile devices look like and how would it help improve how your enterprise manages these projects?