Apr 01, 2013
Mobile Application Management in Virtual Sales
Managing a distributed sales force is hard work. Sales leaders need to keep track of individual and team performance, sales targets versus actual by product, geography, and account, all while motivating and coaching individual performers to ensure that individual salespeople and sales teams are hitting their goals and taking care of their customers properly. As virtual sales teams move towards the use of personal mobile devices as part of the bring your own device (BYOD) movement, mobile application management (MAM) becomes crucial in staying on top of a mobile workforce. The widespread availability of mobile sales and sales management enterprise apps are making the roles of sales chiefs easier by enabling salespeople (and sales leaders) to use their own personal devices to work productively on the road, from home, and pretty much anywhere with their smartphones, laptops, and tablets. Such capabilities are becoming ever more critical to the mobile enterprise and its sales people. A study conducted by the National Electric Manufacturers Representatives Association (NEMRA) reveals that 64% of sales reps say understanding how to use mobile technologies to drive sales is an essential skill. Because of the reliance that sales people have on mobile applications technologies to do their jobs effectively, enterprise IT organizations need to support sales teams by ensuring that mobile sales apps are easy to access and contain secured, up-to-date customer information. A mobile application management (MAM) platform can enable IT departments to create an enterprise app store that can comprise in-house and third-party apps, including the various sales force automation and CRM technologies that sales people rely on and can download and access easily. According to an IDC Study, sales reps spend 30% to 40% of their time on sales administration activities and prepping for client interactions. MAM solutions can provide sales people with the mobile apps that can help make them more efficient. In turn, enterprise IT staff can use MAM to track usage and adoption rates for various sales enablement and sales support applications. Doing so can help IT and sales leaders to identify gaps or issues related to mobile app usage and adoption. From there, business and IT leaders can craft strategies aimed at gaining greater buy-in from sales teams to use mobile tools and become more productive in their roles. Mobile application management solutions are also useful if and when a sales person is about to leave the organization. To ensure that a departing sales rep doesn't take valuable customer information with them, MAM programs can be used to wipe customer data and other proprietary company information off their mobile devices without disrupting any of their personal information.