Mobile CRM is finally catching on — according to this interesting article on CRM Daily about how mobile CRM is becoming more popular than ever and six tips for making sure your sales team is successful.
We all know it’s always been a problem for sales reps and
service reps in the field trying to access their customer and account information.
Here’s a quick summary of Elizabeth’s six tips for mobile success:
- Push, But Don’t Expect Pull – Smartphones and personal digital assistants (PDAs) are better for
receiving information than for extensive input, and they are usually
best at accessing limited amounts of data. In other words, reps can use
handheld devices to look up items like customer service call records,
but they wouldn’t usually input detailed meeting notes into something
like a Blackberry or a Palm.
- Boil Down the Information – Companies should focus on just the top handful of activities that sales
and service reps need to do their jobs effectively. Examples include
account and contact lookups, deal or case information, and follow-up
- Extend Beyond Sales Reps – When considering a mobile CRM initiative for the sales team, companies
should also think about whether it makes sense to extend CRM capability
to their service reps out in the field.
- Integrate with Other Systems – Mobile devices are particularly handy for accessing CRM records and
checking email, but why stop there? Sales and service reps out in the
field can check inventory, track expenses, and submit orders with just
a few clicks.
- Make It a Team Play – One of the most valuable aspects of mobile computing is its ability to
connect multiple team members together in real-time, even when some are
on the road or working in remote locations. Mobile CRM applications can
be a big help in this area.
- Think About Broader Strategy – The
top reason that some companies aren’t deploying CRM on mobile devices
is because they lack a comprehensive mobile strategy. Companies need to
teach their reps how to use the devices most
effectively and also how to tie their newfound mobility back to revenue.
You can read the entire article here.