Many brands and wholesalers are convinced they don’t need a mobile CRM system. Top management are sometimes slow to change and like the ‘way things are done now’, but they may not realize they could be losing money for your business by not using one.
Or perhaps your business has invested in an office-based CRM solution. Although this is a powerful tool, it’s not much help for your staff who are based outside the office environment.
As global competition increases, it’s crucial for your business to stay ahead, but how can you do that without the right technology?
Here’s a few examples of how your business could decline without a mobile CRM system.
You could lose your existing customers
There are many reasons why customers move on but one of the most common is lack of attention to their specific needs. Competition is no longer based on just price and product quality, it is also measured by good customer service. Customers value this extremely highly as a deciding factor in whether they will choose to buy from you again.
If you have no record of when they were last contacted, or what they last purchased, how will you know when they next need a visit and what will interest them next time?
If you can’t monitor your quality of service, how quickly you respond to queries or you never offer personalized discounts, they will be quick to move to someone who can and does.
You could lose potential customers
Have your sales reps got a pile of business cards in their drawer? Or yellow post-its’ all over their desk, with ‘must call – new prospect’ scrawled across them? Do you know whether they ever did contact that promising lead you gave them?
How will you ever know, without using a mobile CRM system?
You must ensure all those hopeful sales opportunities don’t slip through the cracks. Of course, you can’t force new customers to buy from you, but without even recording or monitoring them you’re not even giving your business a chance.
If all their details are recorded and maintained, you are in an excellent position to approach them knowledgeably and respond immediately the moment they’re ready to make a purchasing decision.
Your sales reps can’t access the important information
You may have an office-based CRM solution and think that’s all you need. But being away from the office means an information blackout for your sales reps.
How much time are they wasting calling the office for information? Do they know each customer’s agreed payment terms? How can you project a professional image when your sales reps just don’t know the facts like your competitors do?
When your salespeople have access to everyone involved in the sales pipeline they can quickly retrieve tasks, notes and upcoming to-dos on their calendar, remaining hyper focused on the customer experience, and fostering better relationships.
This technology also means they can collect even more relevant information when they’re out in the field. Vital details mentioned during a brief conversation can be quickly input, when they would have otherwise been forgotten.
You waste too much time on manual repetitive tasks
Administration is the bane of most salespeople’s lives. Do you know how much time your sales people spend on manual data entry? A quarter of their working week! Just think how many sales they could have taken in that time? And what a difference that would make to your revenue. Avoid wasting this time by automating the process and watch your sales go up.
Management aren’t in control
Sales managers have a difficult job. With many sales reps to manage in many different locations they can sometimes feel out of control. But by using the sales order management part of a mobile CRM platform, it’s easy to keep track of what’s going on in the field. Thanks to geo-tagging and time-stamping within the mobile software and the linked sales data it’s easier to analyze and make decisions on changes to vastly improve productivity and efficiency.
Similarly, imagine a situation where managers can set alerts to be informed when a new deal is closed and remotely provide valuable coaching to their reps on the field. Additionally, they can have on demand, real-time access to all sorts of information and address any problems before they arise.
Your sales reps aren’t meeting their sales quotas
One last point….research shows how 65% of sales reps who use a mobile CRM system achieve their sales quotas. In companies without mobile CRM, that figure is just 22%.
How much longer will you wait?