Today, salespeople have more information on customers, prospects, and market trends than ever before. More information is great, but many organizations still struggle to empower their salespeople with the tools they need to turn their data into a competitive edge and close more deals.
Analytics and mobile technology have the potential to change that. By analyzing data pulled from CRM systems and enterprise customer directories, and seamlessly blending it with data stored in unstructured sources like Hadoop, organizations can finally start to leverage the full power of their data.
Below are four ways that analytics and mobile apps can give your sales organization a competitive edge.
Use Mobile Apps to Bring More Value to Existing Technology
Mobile analytics apps can be used to supplement existing sales force automation and CRM reporting tools. These applications give salespeople instant access to critical information, like meeting notes and technology requirements related to a specific deal. That means users can seamlessly take data on leads, contacts, and opportunities with them wherever they go, and instantly update information on their Salesforce.com or other CRM system from the road.
Make More Accurate Sales Forecasts
45% of sales and marketing executives currently don’t use data when making sales forecasts—a huge missed opportunity and an easy win for analytics. Using historical data and market trends for predictive analytics yields significantly more accurate forecasts than gut judgement alone. These more accurate forecasts can be used to plan for the year ahead, keep sales directors on target, and incentivize sales reps.
Use Analytics to Improve Selling Processes
When operations teams have access to everything they need in a single mobile app—including information from disparate enterprise systems—they are empowered to make on-the-go strategic decisions. With this data, they can pinpoint sales reps who aren’t making their quotas and identify opportunities for coaching and training to improve employee performance.
Analytics can also be used to give teams data on key wins and losses. This data can be used to help identify which messaging resonates the most with potential buyers, and improve prospecting by helping business development better understand buying patterns and hone target personas.
Save Time by Decreasing Administrative Tasks
Only 33% of an average salesperson’s day is actually focused on selling. Much of the rest of the time is spent commuting and completing administrative tasks. Mobile sales enablement apps give salespeople the ability to complete administrative tasks (like updating contact fields and logging meeting notes) from the road, so they can be more productive and get back to nurturing customer relationships and closing deals.
These are just a few of the ways that leading organizations are using analytics and mobile technology to revolutionize sales. How is your sales team using mobile analytics? Tell us about it in the comments!
Download our guide on the top 12 analytical apps for sales to learn more about how your organization can optimize every aspect of its sales operation.