CRM systems like Salesforce.com, Microsoft Dynamics, and all of the others are an essential tool for reps in the field. But can their CRM instance in app form really be called a mobile sales app? We often hear this confusion between mobile sales platforms and CRM systems, so Corey decided explaining the differences between the two would help clear the air.
And for reference, here’s Corey’s whiteboard
Hey guys! This is Corey from FatStax, and I’m here today to talk to you about a common question we hear all the time: What’s the difference between a CRM app and a mobile sales app?
Well it’s pretty easy to get the two confused because… well, they’re both apps! But really, there’s a lot that makes each one unique and two key differences between the two. That’s what I’m going to go over with you today.
What is a CRM app?
First, let’s go over the CRM app. There are four big things that make a CRM app unique:
- Access customer data – Obviously for a rep in the field, a CRM app is going to allow them to access all of their customer data.
- Access opportunities – It will allow reps to access any open opportunities they might have.
- Internal communication – For Salesforce users, that’s like Chatter or message boards within your CRM.
- Log customer data – And of course, any interaction you have with a customer in the field you’re going to be able to log that customer data.
What is a mobile sales app?
Now, let’s go back over to the mobile sales app, and go over some things that make them unique as well:
- Store digital collateral – You’re able to take all of your digital collateral, your PDFs, videos, images, all of that kind of stuff, and store it within the app.
- Send and share collateral – You’re then also able to send and share that collateral either by email or just turn your tablet around and show your prospect right in front of you.
- Display key product data – You’re also able to show some of those key data points like specs, SKUs, etc.
- Pricing and soft quoting capabilities – Last but not least you can perform pricing, quoting and ordering. A lot of times with mobile sales apps, you’re able to show and perform all of these tasks from the app itself.
So, what are the two key differences between a CRM app and a mobile sales app?
First let’s start with access, and that obviously comes from the Internet. When you’re talking about a CRM app, the CRM needs constant access to the Internet through your CRM database. So anytime a rep is opening and using that CRM app, they need constant connection to the Internet to access that information as well as make changes or add new information.
On the flip side with a mobile sales app, all of that information is synced at one time and only needs Internet connection at that one time when you’re syncing the app. Think of it like I make a change by adding new collateral, my rep will only need Internet access only one time to sync that new information and won’t need it again. It is then stored in the mobile sales app.
Last but not least, let’s think about Joe Prospect for a second. Do you want something, like a CRM app, where it’s not so much branded or customized, just a lot of clunky data that really only important to the sales rep and not the prospect? You’re not going to show your or use your CRM in front of your prospect. That’s something you’re probably going to use before the call or after the call when you’re making notes.
With the mobile sales app, you have all of your collateral, you’re able to share and send it to them after the sales call, all your product information, pricing information, maybe even show them a quote, and you’re doing all of that in front of the prospect showing them the tablet itself.
Those are some of the key differences that makes each one unique. I hope this video was informational for you, and thanks for watching!