Prioritizing Sales Mobility Helps Integrators and Customers Alike

By Tracy Larson
President, WeSuite

Trends, Topics and Technologies

As I’ve walked the show floor at ISC West over the past several years, the proliferation of mobile solutions has been impossible to miss. Security customers are demanding the convenience and flexibility that mobile solutions offer, and integrators can’t wait to add these solutions to their catalogs. What’s often missing in all of the mobile frenzy is recognizing how mobility directly improves the quality and effectiveness of our security sales process. The right mobile sales tools make such a significant impact on profitability that they quickly pay for themselves while providing a better sales experience for both you and your customers. Let's take a look at some of the benefits of mobile sales tools.

1) Spend more time selling: Paperwork is a drag. Having to schedule “office time” to get it all done is even worse. When salespeople have access to the same resources from their tablet or laptop as in the office, they can work from anywhere. Mobile sales software can even help to close smaller and add-on sales during a site visit by generating quotes and contracts on the fly, ready for eSignature.

2) Collaborate more effectively and close more often: Web-based site survey tools provide salespeople with a digital canvas to illustrate system designs and layouts, while automatically building estimates. The past year has proven these tools to be equally effective for collaborating remotely online. When customers actively participate in creating a security plan and site survey, the results are better aligned with the customer’s priorities and the corresponding proposal more well received.

3) Close operational gaps and encourage teamwork: Sharing access to calendars, leads, quotes, and customer information is a beautiful thing. When internal personnel and the sales team are on the same page, organizational gaps disappear. Duplicate data entry is eliminated. Communication is seamless. Everyone works more productively and efficiently, doing what they do best in support of sales and customers. Mobile sales tools make that happen, in real-time, from a customer site, a car or coffee shop between appointments, home, or wherever work gets done.

4) Reduce errors and omissions in quotes: Accurate quoting requires correct, detailed documentation. Mobile tools help salespeople “get it right.” Rather than rely on memory, they can record notes onsite or during meetings. Special needs or customer concerns are documented as they’re discussed and entered directly into the sales file with no need for re-entry later. A real-time centralized customer, parts, and services database accessible in the field ensures the right products and services are always quoted at the proper pricing.

5) Attract and retain top sales talent: For the under 30 crowd, the smartphone has been an all-purpose tool since high school. Mobile sales tools empower young sales talent to excel in the work style they’re most comfortable and proficient in while demonstrating that your company is invested in their success. The alternative, to not offer such tools, encourages these employees to gravitate toward their own apps. Not only will management have no visibility into a large percentage of their salespeople’s day-to-day activities, but the entire sales process will lack consistency and centralized control. Providing mobile sales tools keeps top sales talent happier, more productive, more compliant with office protocol, and less likely to job hop.

Remember, ISC West represents a chance to investigate not only the latest mobile security solutions but also the latest mobile sales solutions. Be sure to seek them out. Your entire organization will thank you.