4 Mobile CRM Advantages Your Sales Team Will Love

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Mobile phone use is no longer new or progressive. It’s expected.

99% of people old enough to work, own a cellphone. And 90% of those devices are smartphones. There are even more mobile devices in the world than people. So why not add an app to the device everyone has in their pocket?

If you’re not using a mobile CRM for your sales team, it’s time to start.

Keeps Your Sales Info in One Place

A mobile CRM keeps all your information in one spot. It doesn’t live anywhere else — you don’t have to upload from one system to another or worry about what information you stored where. With a mobile CRM, you know where everything is.

A Mobile CRM Boosts Confidence

Because you’ll use the CRM regularly on your phone, you’ll quickly become comfortable with it. You know the process and how it works. And the more confident you are in storing and accessing the data, the more confident you are in your delivery.

Related: How to Implement A CRM With Your Sales Team

Remember when you were scared to check your bank balance in college? You were poor, and you didn’t know how bad the numbers were. So what’d you do? Avoid it. The same happens with CRMs. If you’re not comfortable with the program, you may avoid it and skip follow-ups. But if you feel good about your CRM (and it’s helping you reach your goals), you’ll follow up.

Why Not?

As great as a CRM mobile option is, some people are hesitant to buy in. Why? Usually, it comes down to the decision maker’s needs and accountability.

Different people in the organization want different things from their CRM. Marketing and IT people want the reports and integration. Salespeople want a tool that’s easy to use. And whoever purchases the software decides which needs are most important.

Plus, a CRM mobile app is a newer concept, and some people don’t want to carry the responsibility of making a company-wide software change. It’s like my friend who was having trouble with IT equipment told me when I asked him why he didn’t change, “No one ever got fired for buying Cisco.” He knew other IT software worked better, but he was protecting his job. If a brand-name product had problems, blame wouldn’t fall on him. But if a lesser-known product messed up, he’d likely take the heat.

The Biggest Advantages of a Mobile CRM

But in reality, it’s not that big of a gamble. A mobile CRM like CallProof offers all the spreadsheet options marketing professionals love about traditional CRMs while increasing the reliability of your data and offering some great options for your sales reps. Here are its four greatest perks.

1. It Updates Data Immediately

The biggest advantage of a mobile CRM is the ability to update data as you go. You don’t put it off until later. Because you update the info right away, you won’t forget about it. After all, if you don’t have the data, you can’t get an accurate report.

Plus, you don’t miss the nuances. See, this is what usually happens: people write down their notes. Then, at the end of the day or week, they update the CRM. But they miss some things. When you wait, it’s easy to forget the details of the conversation. But if you update immediately, you keep the spirit of the message and still remember the details.

Related: Why Your Salespeople Hate Using Your CRM – And How to Change Their Minds

2. You Always Know Who’s Around You

A mobile CRM gives you the option to search by location no matter where you are. That means you can get real-time information on each business nearby. If you walk into a medical plaza, you can pull out your phone and see exactly who your customers and prospects are in the building. And if you have a GPS feature on your app, that’s even better.

3. Keeps Info Accessible

Once you see who’s nearby, you can pull up their full history. You’ll know exactly where you (or another salesperson on your team) left off and can pick up where the last conversation ended.

4. You Always Have Your Phone

A mobile device is the one thing you always carry with you. So you don’t have to think of another thing to bring to appointments. Having full access to your CRM is as simple as grabbing your phone.

Usually, you’ll use your mobile CRM immediately after an appointment. But there are some features even your customers will notice as a perk. We work with a lot of farmers. They love the speech-to-text feature (like I do) and the other hands-free options. Recently, I got a call from the VP at a farm equipment company. When I asked how he heard about us, he said, “Well, we were having a contest at an Ag show. As people entered, it took a while to get their answers to our questions and enter their contact information. Then this guy comes up to me and asks, Why don’t you have what my seed guy has?! He just hollers into the phone, and my seed shows up!’ When I talked to his seed guy, he told me about CallProof.”

Turns out, the seed guy used order forms on his mobile CRM. And not only did it make his life easier, it made the process better for his customers too.

A mobile CRM works better for everyone — it gives the salespeople an easy-to-use app where they can enter data in real time. And it gives the marketing and IT department information they can count on. Even the customers notice a difference in your efficiency. So, if you’re not taking full advantage of the device everyone already has, give us a call and see how CallProof can work for you.

Do I Need to Track My Salesperson?

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Do I Need to Track My Salesperson?

One of my first outside sales jobs was for Nextel.  It was the late 90s and they had just launched their service in Nashville.  I was a typical young sales rep: working during the day and enjoying life without much responsibility.  Once I accepted the job I got an apartment near the office.  The convenience of working close to home was great however my unit was located right next to the pool.  It was not very long before that pool became my office.  When I wasn’t out visiting with clients I was at the pool making calls and getting a great tan.  Was I effective?  Absolutely!  I loved my job.  Moreover I loved the freedom.  Of course I was keen to the fact that freedom came with expectations.  My manager expected me to put up numbers and make him look good.  That is exactly what I did all summer.  I wasn’t micromanaged and was never once asked where I had been all day.  Every sales person knows that with great numbers comes even greater freedom. So…Do I Need to Track My Salesperson?

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Before Tracking

I was lucky and so was my manager.  He didn’t have to worry about where I was because I was lining his pockets.  Other people typically don’t have it that good.  I’ve heard stories of sales people working other jobs while getting a full-time salary with benefits from the company they are supposed to be working for.  Any sales manager that doesn’t employ some sort of accountability system will inevitably experience this some day.

After Tracking

Fast-forward to today and there are many options available in regards to tracking.  There is GPS in every phone.  There are apps (like Yesware) used to track email.  The most widely used tracking solution in today’s sales forces is the dreaded CRM.  Don’t get me wrong, as a business owner I LOVE CRM.  It gives me the ability to get a snapshot of my business.   Conversely, my sales people despise it.  Every time I bring on a new hire I can see the thought in their head when we show them the CRM. 

“You really want me to enter every single activity into a database?”

 

Many companies have strict rules about CRM usage.  They withhold compensation or even go as far as termination for lack of CRM follow-through.  These types of ultimatums occur because the company has spent a great deal of time, money, and energy to deploy the hated CRM.  Top performers are often given a pass to not input any data.  Underperforming reps put in fake data so they appear to be doing their jobs.  Between time spent nagging employees to actually use the CRM and then managing the data that is actually entered sales managers are left with very little time to coach and train.

The Calling I Had as a Salesman

A few years ago I decided to cure the problem rather than treat the symptoms.  We designed CallProof to make CRM activity automatic.  Gone are the days of spending hours each day entering every single call detail and every single meeting note into SalesForce or Microsoft Dynamics.  The CallProof mobile app automatically enters calls to clients and prospects into the database when initiated from a user’s phone.  It also gives users and easy way to “check-in” to appointments similar to what many social networks offer.  All of this information is then aggregated to the secure CallProof web portal giving sales managers a concise stream of real-time activity.  We even integrated CallProof with Google Places to allow users to easily input company names, addresses, and phone numbers without having to type a thing.  I’ve always believed that the less non-selling activity you require from a sales person the more sales they will get.

I still haven’t answered my question.  Do I need to track my salesperson?  Of course I do!  Do I need to track their every movement?  Probably not.  I need to track their activity.  The average organization will allow an underperforming sales person to hang around for 10 months before moving them to a performance plan.  Many companies define underperforming as “low revenue.”  That is a broken way of thinking.

Times have changed.  Money is tight.  Many companies have seen their sales cycles extend as a result of customers making more informed buying decisions.  I created CallProof to solve my own problem.  I’m hoping you will read this and realize that it can solve yours too.


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