How to Create a Mobile Ready Sales Force

by Adam Luckeroth, on Jul, 14, 2014

The term ‘mobile ready’ has been used in business literature for the past few years as a way to describe website performance, organizational culture, and internal capabilities. But what does it truly mean to be mobile ready?


The most important aspect of being mobile ready is understanding the why and the how before you begin your search. Look for a solution that will also make a great partner, so that you have someone to help you through any unforeseen circumstances, questions, strategies or anything else that you need taken off your plate. A good mobile platform will make your life, as well as the lives of your IT, marketing and sales departments, easier.

Before you roll out a mobile initiative, you need to determine how mobile will fit into your sales force. But, there are many things to consider when making this decision. We’ve been able to compile a few of the basics to help get you started.

Identify the needs of your salespeople.

The most important step in this process is figuring out what your sales force needs from a mobile solution. If they don’t like the platform, don’t perceive a need for it, or simply don’t know how to use it -- they won’t. Spend time asking them questions about your current system. What do they like? What do they want to change? What technology are they already using? Incorporating their feedback into your decision will make them feel heard, and will allow you to provide them with the best possible solution for their specific needs. This will lead to an easier transition.

What is your desired outcome?

As with any purchase that affects your organization, you need to determine what your end game is. Do you want this to make the lives of your salespeople easier? Or maintain a cohesive brand image across all sales materials? Maybe it’s both -- or something else entirely. The point is that you can’t make an informed decision about which mobile solution to choose if you don’t know why you need one in the first place.

Have a strategy.

Once you determine what you need and why you need it, it’s important to understand how you’re going to implement this new program. From the initial trial to a full fledged roll out, it’s your job to know what the next steps will be to ensure success. The right provider will have this information readily available for your specific case -- so look for a solution that can partner with you on this piece.

Don’t forget about your marketing and IT departments in this process! The right mobile solution will allow for cross departmental functionality, so be sure to incorporate their needs and internal processes into your strategy.

Get IT, marketing and sales on board.

In order to be completely mobile ready, everyone involved needs to be up to the task. That means that your IT, marketing and sales department understand the new solutions on a level that’s relevant to them. For example, sales needs to know how to use the app, and why it’s necessary. Marketing will need to know how to upload and optimize content for mobile, and how they’ll be communicating with sales in the process. And IT will need to know how it works, and what implementation and upkeep will be like moving forward. Keep in mind, a well-designed app should have very minimal impact on IT during a company-wide rollout.

Once you’ve covered these steps in the process, you’re ready to shop around for the mobile solution that’s right for you. It’s important to keep in mind which mobile device you’re going to want to use (iPad, iPhone, Android, Windows, etc.) and which platforms are available for each.

Still not convinced that a mobile solution is for you? Check out these seven reasons why your business should go mobile this year. As always, we’re here to answer any questions you may have about getting your sales force ready for mobile -- email us or Tweet to @modusengagement.

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