As a B2B wholesaler or distributor, why should you invest in a mobile CRM solution? How much ROI do you need to consider it a worthwhile investment?
What do you think of 771%?
According to a report by Nucleus Research, for every dollar you spend on mobile CRM, the return is $8.71. Which is why B2B wholesalers and distribution businesses are choosing to invest in one.
Your business is unique, so how do you select the right one for you?
1. Look for easy implementation and a user-friendly interface
How long is implementation? How intuitive is the user interface?
Don’t commit to an interface that has a long drawn out implementation period. Many mobile CRM companies offer a free trial of their product, so you can get valuable feedback from your sales reps before you commit.
According to Inside CRM, 55% of sales reps list ‘ease of use’ as one of the most important features they look for in a mobile sales solution. Complex set-ups and too many features are two of the reasons sales reps dislike using CRM solutions.
2. Mobility is key
According to a by Software Advice, 48% of sales reps use smartphones for selling, 45% use tablets, and 49% use at least three devices to sell. Highlighting another important factor for any CRM platform: mobility.
Without continual access to sales and customer data, sales reps may not make their sale.
Check that the mobile CRM system you are considering has mobile app versions (Android, Windows and iOS), runs natively on any device, and vitally, works 100% offline so data can be accessed regardless of network failures, weak signals and even during flights.
Synchronization should occur automatically in the background, as soon as a connection is established.
3. Integration is vital
If sales reps need to leave their CRM to send an email or check their appointment calendar, you are killing their productivity. Make sure your CRM integrates with the business software you already use, so your reps can do everything in one place and all data is automatically updated.
4. Don’t fret over pricing
Establish your main requirements and features you cannot live without. Choose a mobile CRM solution charging only for the features you use. Take your time to see if the platform suits your company, and increase ‘add-on’ features as your company grows.
Select one where you pay per user. If you’re a small distributor with 5 sales reps, you don’t want to pay the same as a large wholesaler with 50 reps.
5. Does it give a 360° view of your customer?
Want to build trust with your customers? Address customer issues?
Choose a mobile CRM with valuable insights into customer performance, showing sales reps top selling products and sales performance trends. Empower them to cross-sell and upsell and offer appropriate promotions.
If sales reps have instant (and offline) access to sales and payment history, debt status, email correspondence, phone conversations, visit reports and more, they can consult and answer customer inquiries immediately, whilst out in the field.
6.What sales management tools are included?
How much do you know about your sales reps’ activities?
Choose a mobile CRM with sales performance management, sales activity monitoring and the capability to deliver sales analytics. You can assign sales reps to areas and customers, set appropriate sales goals, and monitor sales performance metrics using dashboards and reports.
For even more management visibility, choose one with an option to geo-tag and time-stamp your sales reps’ activities, and produce reports listed by customer, product line, sales rep and more.
7. Can it increase route productivity?
To plan routes cost-effectively, look for integration with popular GPS navigation apps such as Google Maps, Waze or iMaps. Another reason why mobility is important, as a mobile CRM can take advantage of your mobile devices built-in GPS capability.
8. Will internal communications be improved?
Wholesalers and distributors have customer information they need to pass on quickly to their sales team. Find a mobile CRM with configurable forms to quickly and accurately capture onsite customer interactions and share it with everyone. This gives you a top advantage over sales teams that are isolated in their organization.
9. Is it customizable?
When evaluating your mobile CRM options, make sure to check how much you can customize. Is it available in a different language? Can you make the system your own? Making sure it all works in accordance with your company’s unique needs can make all the difference in how well it gets adopted.
10. You’re a customer. Now what?
Keep well away from a CRM service that wants to charge you for support. Are there human beings to speak to? Would you prefer email communication? Make sure to check the after sales support before you commit.