Customer relationship management

If you asked the CEO of a major corporation what their company’s biggest priority is, you might be surprised by the answer. Instead of focusing the majority of their immediate attention on security issues, health insurance or recruiting employees, the focus is increasingly about going mobile and implementing the iPad. According to a recent survey by Forrester, 50 percent of companies admitted that supporting mobility was the number one priority they had for their employees.

In our conversations with business leaders, we see the same emphasis. If you think about the logistics, in terms of price and the evolution of technology, it makes sense that enterprises and small business are exploring mobile. In fact, compared to laptops, mobile devices, like the iPad, are less expensive. Not only that, much like smartphones, they are instant-on, making information easily accessible.

Perhaps the biggest benefit of going mobile is that sales teams become more productive.  Nucleus Research found, in a recent survey, that providing sales people with mobile device access to CRM drove a 14.6 percent productivity increase.  While CRM systems, like Salesforce, have always been beneficial to sales representatives, without a mobile platform, they were less inclined to update customer information once leaving the field.

The Advantage of CRM in the Field

By making CRM platforms mobile, a new world of sales productivity is open for sales reps. Now, team members can access real-time information, as well as create and track sales leads online. Furthermore, managers who want to approve business processes and manage company information can do so through their company CRM system via their mobile devices.

When CRM adoption is an important objective for your company, prior to mobile implementation, you need to set your expectations. So ask yourself: what are your company goals? Are you looking for an extended adoption of your company’s existing CRM system with mobile access or are you looking to enable new business procedures that were not previously without new CRM software? Whether you choose A or B or both, it will help you outline your strategy and choose the CRM software that works best for you.

Taking CRM to the Next Level  

Out in the field, sales people should be focused on selling.  Reducing administrative processes and automating input from sales people into your CRM saves time and provides more accurate data.  This helps other departments like marketing and operations as well. This is precisely why we created the “App to Lead” feature on the FatStax iPad Sales app, which automatically updates your CRM system with or without Internet access.

The FatStax Sales App is unique in the way that it gives sales reps the ability to send field-generated leads directly to their CRM account, reducing administrative time and enabling them to review those sales opportunities remotely.

At a tradeshow without Wi-Fi coverage? Since everything you did in FatStax is stored on the iPad, you simply find coverage after the show and the leads load into you CRM account. Even if Internet access is available, we are still helping you avoid the additional task of manually updating customer sales leads.

As technologies are evolving, the iPad is quickly becoming an essential tool for enterprise companies and small businesses alike. Not only do mobile devices provide employees with improved productivity and instant access to company data, but tablets, like the iPad, have made it possible for sales representatives to decrease administrative work and update sales leads while still in the field. After all, one of the key promises of any CRM solution is to help representatives sell better with real-time communication. Mobilizing CRM helps fulfill that promise.

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.