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The Only Sure Way to Drive Mobile Selling Tools Adoption Is…

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Mobile selling tools adoption for sales teams and management can be a painstaking process.

Your sales team is not using the iPads you bought them.

You pitched the board with the promise these iPads would increase sales and make your team’s job easier.

But here you are with an expensive mobile device that your team isn’t using.

And it doesn’t matter how you got here.

Your sales team is not using the iPads you bought them.

So the question is, “How do you drive your mobile selling tools adoption?”

That is assuming you chose the right sales app, ran a perfect iPad pilot project, and built your mobile sales enablement tool after consulting with your sales team.

The answer is metrics.

The numbers do not lie. People do.

Your gut lies. Your VP of Sales lies.

Don’t let your future as a manager be sidetracked by not using the real numbers to assess mobile business app uptake and usage.

To do this effectively, companies need to decide what key metrics and KPIs they want to measure for mobile selling tools adoption.

Too complex and even the most analytical managers will loose interest.

Too nebulous and users will be rolling their eyes and calling you “Big Brother”.

So which metrics should you use then?

It depends.

It depends on how your sales team does their job and what problem you are trying to solve with a mobile app.

Some examples of key metrics for a sales tool might include:

  • Digital files opened (presentations, videos, brochures)
  • Product details shown
  • Quotes sent to prospects
  • Searches for specs and details

Some examples of key metrics for a Field Application Support app might include:

  • PDFs opened
  • Videos shown
  • Cases logged

Whatever metrics you choose, stick to them for at least 6 months.

This will give you a sufficient data set to suggest and drive positive change and mobile sales tool adoption. Any sooner and you may be jumping to conclusions that are not real and could actually hurt adoption.

Your feelings and intuition will be screaming at you to act differently, but the numbers are the truth that will set you up for mobile success.

People lie, our intuition lies, but numbers don’t lie.

About J. Rusty Bishop, PhD

I've spent the last 5 years helping great brands create amazing experiences for their sales teams during one on one sales interactions. Helping sales people do their job is my passion. When I'm not working, I am on the ocean fishing in San Diego, Ca.