Regardless of company size and industry type, if you employ or are a part of a sales team, you know the wonders of using a Field Sales App. These apps can simplify the sales process by managing everything from routing to documentation. Nonetheless, there are some core features in a Field Sales App that make it worth having which we discuss in the article below.
Field Sales App Vs Mobile CRM
Customer Relationship Management (CRM) software is a comprehensive tool that enables a business to efficiently and effectively manage all interactions with the customer. A Field Sales App, on the other hand, functions as a mobile input tool for the organization’s CRM. By definition, the Field Sales App facilitates all aspects of the sales process when engaging a customer away from homebase.
That said, the Field Sales App should not be a complete replica of the CRM. The field app should enable the sales team to complete their tasks. Operating complex systems in the field are not only complicated, but it also reduces productivity and agility in responding to dynamic situations.
Features
Any good Field Sales App should have a particular set of features. We discuss some of them here:
Efficient Collaboration Tools
Along with cloud functionality, a sales app allows sales managers to collaborate with multiple departments on the go through team communication feeds powered by instant messaging and ‘@’ tagging and. It combines sales, marketing, and order management in one tool, thereby enabling smooth collaboration.
AI Chatbots
AI chatbots can improve productivity in field sales by automating routine communication between the departments. For example, by integrating with your CRM system, the chatbot can behave as an assistant to sales personnel. The bot will automatically notify the team of new opportunities assigned to them, thereby simplifying lead creation and updates. In the same way, chatbots can respond to leads first to reduce response times and improve conversion. Once the customer shows interest, the sales rep can takeover.
Sales Intelligence
In much the same way, the sales app should enable an AI-based personalized mentor for every sales rep that can offer personalized suggestions based on historical data until the situation requires the response of an experienced professional. Furthermore, the app can provide lead-level predictive analytics including forecasts of both Revenue and Pipeline.
Surveys and Forms
Gathering data in the field is far more common than you would imagine. For example, information about whether data cabling is essential for network development. Or data about whether signing contracts on-site is indispensable for better conversion.
However, in both cases, sales reps have to carry either a laptop or printouts with them for each visit. A Field Sales App comes with custom templates for various documents which reduces the necessary equipment. Contracts once filled or signed electronically, can be sent to management through the company CRM. Furthermore, when a sales rep wants to look up information on existing contracts, all they have to do is search for it on their handhelds and make decisions on-the-go.
Routing
Field sales, by definition, require extensive driving and meeting with customers on-site making time and fuel significant resources for sales reps. The routing feature in Field Sales Apps analyses the destination and creates the most fuel and time-efficient route, much like Google Maps does. This automatic routing reduces the stress and anxiety about these decisions and the consequences of mistakes. Synchronized with the corporate server, the company can deliver and receive prompt notifications as t changes in the schedule. For instance, cancellation of a meeting resulting in an update on the route.
Sales Team Motivation
The app should also provide tools to improve sales rep engagement and help create a healthy competitive environment. Using features such as leader boards can push the sales team to work harder and faster in order to come out on top. Furthermore, with access to personalized training materials, each sales rep can grow more effectively, thereby improving the productivity of the entire team.
Digital Catalogues
In the digital age, proper catalog cataloging is a must. By carrying printed, hardbound catalogs the sales reps have to deal with a cumbersome and expensive practice. Switching to a Field Sales App enables fast, user-friendly, and interactive digital brochures. The app offers a seamless flow of information and a responsive showcase for all your products in an ordered and intuitive fashion.
Intuitive and Powerful UI
A difficult to use User Interface (UI) can become the bane of a Field Sales App. If your answer is no, you’ve got the right idea. The Ideal app design strikes a delicate balance between rich features and an appealing UX. The UI should be robust and should provide an unparalleled user experience. At the same time, first-time users should be able to navigate the interface with extreme ease.
Robust Backend
To enable smooth communication between the Field Sales App and the CRM (or any other parts of the company’s IT infrastructure), you should support a reliable backend system. A server-based application can smoothly integrate with any business solutions including CRMs, ERPs, and PLMs. Secure integration can be the key to the success of your sales tea, and by extension, your company.
Right Platform (iOS/Android/Cross)
The right strategy for one situation may not always serve your purpose under different circumstances. The same idea applies to Operating Systems as well. More often than you realize, you might be compelled to rely on using different operating systems that match your team’s/ business’s requirements. This variation means that your app should be compatible with both Android and iOS.
Cloud Functionality
The Field Sales App you deploy should be accessible to your salespeople from anywhere and anytime for real-time updates. Imagine the flexibility they could wield from a cloud-based platform. Your team should be able to take orders with mobility in mind.
Orders
Real-time order management is the cornerstone of a Field Sales App. It is the lifeblood of the sales department and therefore, no software is complete without it. Working in such a competitive environment means customers lose interest quickly. By taking orders in-the-moment, it is easier to close deals before the client has the opportunity for a change of heart.
Furthermore, with cloud-based infrastructure, orders are automatically transferred to the relevant department of the company for further processing, thereby improving turnaround time. Most Field Sales Apps also feature tracking tools so that you can accurately inform your customer about the current status of the order.
Customer Relationships Management
A critical aspect of sales is building relationships with clients. Connecting with the client on a personal level leads to a long-term relationship more often than not. Any Field Sales App you carry should provide up-to-date information on every customer. The concerned information can range from contact details to previous order summaries, order preferences, order history, and delivery details. The Field Sales App should also allow the sales team to view or edit the customer profiles in real-time.
Example Use Case
Regardless of the industry, as long as you have sales agents working in the field, away from home base, you need a Field Sales App. Some of the more commonly known industries include pharmaceuticals and (Fast Moving Consumer Goods) FMCG manufacturers.
Banking and financial institutions
Sales rep apps help the banking and insurance industry to capture leads and data on the go. You can use custom forms and even accept e-signatures on the documents. The app also improves task allocation and customer service.
Pharmaceutical companies
Medical representatives visit countless doctors daily. They need to keep track of many things at the same time. A Field Sales App can help by managing their meetings and collecting data for the company in terms of the geographic spread of their goods. They can also use the app to present demonstrations of products and services.
Home Services
Without exception, the home service industry focuses on sales in the field. Anything from plumbing, electrical to pest control can have applications for a Field Sales App. Technicians, in this case, can increase their productivity and efficiency by planning daily routes to save time. Furthermore, the app can provide a briefing on each client’s requirements so that the service staff can restock on any parts that are necessary for the job but low in stock.
Retail and FMCG companies
Sales reps use the Field Sales App to showcase portfolios and view buyer history. Knowing what the customer is likely to buy can help sales reps plan their route and how to stock their vehicles. In the same way, an accepted order can be sent automatically to the company so that they can prepare the next day’s production and distribution plan. Furthermore, the app makes tracking progress simple and can aid in calculating commission.
Conclusion
If your business employes sales agents that work in the field, A Field Sales App can immensely boost your sales team in terms of productivity and scalability. Fewer things to manage manually means more time they have to be creative and close deals. There are also several features to consider when structuring your sales software. The benefits accruing from the use of Field Sales Apps will always bring good fortune.
On the lookout for a field sales solution for your enterprise? Check out Folio3’s Field Sales App to optimize your field sales and field force operations.