3 Things Before Your Sales App Goes Live
In a previous post about onboarding employees via your mobile sales app, I indicated that a new sales rep is only as good as the profit they bring in, which is essentially zero until they can ramp up their selling strategies.
It’s worth mentioning that the same holds true for your mobile selling tools. Until you can guarantee a successful launch of your mobile sales app, it’s worth absolutely nothing to your operations.
Granted, you want to get it up and selling as soon as possible. But there are a few key steps you’d be better off not skipping, even if it means delaying your launch date a little in order to start your strategy off right.
First, Put Your Focus on Your People, Not Your Product
Image Source: Shutterstock
To be clear, your people include your sales reps, managers, and any other stakeholders who will be impacted by changes in the sales process.
Get them on board early with the fact that change is coming their way. But don’t make the mistake of talking too much about the app itself.
As KISSmetrics points out, Steve Jobs never pushed the speed of the iPhone’s processor or screen resolution. Instead, Jobs emphasized how the product affects the user and how it’s going to make life better.
Those should also be the same driving factors as you’re choosing the right mobile sales tool.
Before you go live, make sure you understand how it affects the users across all levels… and how it’s going to be better than what you’re already doing.
Establish Your In-House Sales App Expert
It’s not an absolute must, but you’d be surprised at how smoother your launch will be if you can direct all questions and issues to an in-house expert. Value Shift’s Paula Crerar recommends arming them with resources like FAQs they can pull for quick reference.
This person can be anyone, but he or she should not only be able to use the app for themselves, but to teach others as well.
Ideally, it’s someone integrally involved in the shopping and decision-making process.
That way, they have a full understanding of the company goals in using the tool, know the challenges and problems the app should solve, and other various components of your strategy.
Test, Rest, and Test
Repeated testing of your new sales tool can become tedious. Eyes glaze over, you start ignoring minor errors, your mind is in information overdrive, and you may forget what you’re looking for in the first place.
The only resolution: allow yourself adequate time for testing.
Have stakeholders from multiple departments and job levels test certain features like they were using it in real time. Then rest on the testing phase, go back through your notes, find where you need to make changes, and start afresh.
This is the one area where you don’t want to rush the process, as enticing as it may seem.
Catching errors before your sales reps encounter them in the field can save you the stress and headache later – and maybe even save a sale, as well.