Many businesses in the manufacturing industry are still stuck using paper and outdated technology. Did you know that the average office worker in a manufacturing company goes through 10,000 sheets of paper a year? In addition, it takes an average of 18 minutes to locate a paper document. That adds up to a huge amount of wasted time and paper used. Besides that, manufacturing sales reps can lose prospects if they can’t find the right sales collateral to use. Furthermore, paper brochures and leave behinds aren’t as effective as digital presentations that can be tailored to prospects.
With all the tools available today, it’s no excuse for sales reps to still be using old, outdated paper collateral. This makes the salesperson look unprofessional and unprepared to the prospective buyer. According to the IDC, “57% of customers feel that salespeople are poorly prepared or not prepared at all at initial meetings”. If the salesperson would have been better informed and acted more client-oriented, “33% of all unsuccessful deals could have been won”.
Manufacturing sales reps may have been unprepared due to various reasons. With so many different products they have to sell, it’s hard trying to keep all sales collateral and spec sheets organized. In addition, reps may not know that there have been updates to sales material either since most don’t have time to constantly check for new content. Other times, salespeople just might not be using the content that marketing produces. According to SiriusDecisions, “70% of content created by B2B marketing teams is never used by sales”. This can be frustrating for both the sales and marketing teams. Sales may not know how to use the content that they get while marketing is wondering about the effectiveness of their content.
Companies don’t have to continue working in this way. Product specifications and one sheets can be digitized so that sales reps can take sales information with them and easily present to prospects. In addition, sales reps can customize presentations and organize everything in one place. Analytics can help marketing determine what manufacturing content works best and which pieces of collateral the sales team is actually using. Mobile apps and tablets are becoming essential tools that salespeople will need to effectively compete. A mobile sales enablement tool brings it all together.
Benefits of Mobile Apps
The workforce is becoming increasingly mobile with many organizations shifting day-to-day business processes from paper forms to mobile apps. Companies are already realizing the benefits of using mobile apps for their operations. For sales, utilizing a mobile sales enablement tool can lead to the following benefits:
- Have the most up-to-date sales collateral when you need it
- Organize all sales collateral in different folders and utilize tags to further categorize materials
- Access sales collateral even with limited to no connectivity
- Tailor your presentations based on the prospect
- Figure out what sales content is the most effective and which pieces the team is actually using
All these benefits come together to create better content that communicates the value of the product successfully and a better, more effective sales team that can lead to increased sales.
Mobile Sales Enablement Tool
The term, “mobile sales enablement” refers to an approach to helping sales representatives prepare for interactions with prospects and engage audiences by using mobile devices in order to close deals faster. A mobile sales enablement tool allows them to do that while also acting as a solution to bridge the content gap between sales and marketing. It’s crucial for sales reps to have the right information at the right time and using a mobile sales enablement tool will help make this happen. In addition, salespeople can use a mobile sales enablement tool as a central hub for all sales documents to live in. Salespeople can easily access everything that they need to sell a product and even tailor presentations based on the customer even with limited to no connectivity. By having digital collateral in a mobile sales app, manufacturing sales reps can better describe the solution’s value proposition and be more client-focused. One mobile sales enablement tool that salespeople can use is Game Plan, which will help mobilize the sales and marketing team.
It’s time to digitize all sales collateral, product specifications, and one sheets to move your company into the digital, mobile era. If you’re looking to improve your business processes, create better content, boost your sales team, and increase sales, you should really look into implementing a mobile sales enablement solution.