Discover the Ugly Truth About Workplace Change, and How to Avoid It Completely

When you introduce a new process or technology, confidence and predictability disappear. It’s something new to learn, which means it takes time, effort, and dedication on everyone’s part to make it work right.

And for those who don’t respond well to change, new solutions can initiate a domino effect of anxiety, stress, and productivity loss.

Image Source: Shutterstock

As “Freeing Yourself from Anxiety” author Dr. Tamar Chansky states,

“How we thrive is through routine and predictability. It gives us a sense of control. When there are big changes, we are suddenly thrown into a state of uncertainty.”

When you’re choosing a new sales app, you need to ensure it’s one your reps will actually want to use. If they don’t, well, your mobile sales app strategy is as good as dead.

Related Article: 71% of companies take 6 months or longer to on-board sales employees – let’s fix that!

Hopefully, you don’t have many people like this on your team (we love change here at FatStax!), but if you do, you’ll need to demonstrate how the app benefits your reps every bit as much as your company.

First Priority: Understand the current problems your reps face in the field.

Image Source: Shutterstock

Given how painful change can seem to some people, your best approach lies in illustrating how a new mobile sales app can alleviate their chief complaints. And it starts with understanding what’s causing their most excruciating ailments in the field.

For example, Marketing Prof’s Christopher Faust cites lack of efficient systems as one of the most common challenges sales rep face.

“…over 70% of organizations report that the tools and systems their sales reps use in the sales process are only somewhat or slightly connected. Even more shocking, 22% of organizations report their systems are not at all connected.” Christopher Faust, Marketing Profs

Sales apps provide ample opportunity to make your reps more efficient. But knowing on the surface level isn’t enough. You need to set their expectations for how it can help them improve their time management and revenue targets.

If you aren’t sure about what your reps struggle with, ask them. Observe them. Get their feedback on ways they would want to change the current system to work in their favor.

Equally important is choosing a mobile sales app that dissolves complexity, not creates it.


Image Source: Shutterstock

The whole concept of an app is to streamline activity, but complex navigation and lengthy data entry kick simplicity and time management to the curb.

Here’s what you DON’T want to happen:

  • Reps spend such an excessive time on-boarding the new app that it’s months before its benefits show up in your bottom line.
  • Learning the app takes more tapping, scrolling, navigating, and time resources than your current methods, encouraging reps to quickly digress back to the “old way.”
  • Sales reps don’t understand how to utilize the app’s best features properly to serve your customers.

Related: 71% of companies take 6 months or longer to on-board sales employees – let’s fix that!

Ultimately, the mobile sales software you choose serves to benefit your company’s mission for growth and success. However, your reps are the ones pulling the strings in its performance, which is why it’s important to take their mindset into consideration.

If you prioritize solving their problems simply, they’ll work wonders in solving yours