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The 8 Step Strategy to Adding the iPad to your Sales Arsenal – Step 3: Legacy Systems

Selling with iPad

This article is part 3 of an 8 Step series written for Marketers and Business Ops to help add the iPad to your sales and marketing arsenal. If you prefer, you can download the white paper on the 8 Steps here.

In the first article, we talked about the importance of determining what success looks like for your company when it comes to implementing a successful iPad launch for your sales team.

This involves (you can read the full post here):

  • Looking at your sales process
  • Assessing how the iPad can improve/enhance that process
  • Defining success parameters on the sales process improvements

In our second article, we reviewed the importance of getting your upper level executives onboard, securing your C Level support. You want, and need them to be your iPad champions. Read the full post here.

Today the topic is your Legacy systems. You don’t need to reinvent the wheel. You can take a look at your current software system and business processes and see where to integrate the iPad. The people behind those systems need to get involved in the planning of the iPad launch sooner rather than later.

Construct Cross-Functional Team

This means talking to whoever plays a key role in the technical, operational and business side of the organization. Building a cross-functional team will connect all the stakeholders with the developers and consultants.

Key players:

  • IT
  • Marketing
  • Sales
  • Possibly Customer Service and any other relevant departments.

The creation of a team shows the company that the iPad implementation really impacts everyone in the company, netting a greater support network for the roll-out. Plus, when you have representation from the different departments from the beginning, they are able to provide feedback and input into the development process.

Think about it like this, you are a football team. You wouldn’t just put the quarterback out on the field and expect him to win the game with the offensive line and the receivers. The coach doesn’t only go over the plays with the quarterback. A win doesn’t happen if only the coach knows the play… and it isn’t all that successful if the coach only tells the quarterback. Every one needs to be involved to execute a winning play.

The same holds true for your iPad roll-out. Get all of the key players on the same page, and work with the systems and processes you currently have.

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.