Technology has caused seismic shifts in the world of sales.
Customers are growing more sophisticated. With a world of data at their fingertips, they already know exactly what they want and how much they’re willing to pay for it. Buyer behavior has grown less predictable as a result, making old sales tactics obsolete. At the same time, the pressure to meet sky-high sales goals is greater than ever.
Many sales teams aren’t able to keep up. Two in five reps are missing their quotas. Nearly seven in 10 companies struggle with lead generation, while more than two-thirds are falling short of their revenue goals. Still, more than 90 percent of firms raised their revenue goals for 2016.
It’s no wonder salespeople are burning out at alarming rates.
“With sales teams already struggling, how are they going to be successful this year without more help from their firms?” asks CSO Insights.
The short answer is, they aren’t.
That’s why enterprises need to step up and offer technology solutions that meet the realities sales teams are facing in the field. Micro apps, for example, are revolutionizing the way sales reps operate in the field. These lightweight apps offer a simple and affordable way to provide sales teams with the tools they need to close more deals.
Why let your sales team continue to struggle when micro apps could easily address some of their biggest pain points?
1. Not enough data at their fingertips.
Today’s customers are uber-informed, and they expect the same of their sales reps. If you want your sales team to win the business of a Fortune 500 client, they can’t rely on quarter old sales data or generic dashboard reports. They need the latest information at their fingertips without having to waste time switching between different systems and performing lengthy informational searches.
Hunting for data before sales calls has become a large time commitment. Why? Because sales information and content is being stored across 5 or 6 different systems, all of which require reps to log in and search for the information they need.
How micro apps can help:
With a micro app, sales managers and reps will be sent up-to-date data from all their source systems before their big meeting. They will be able to check on support tickets, understand customer information, and access previous meeting notes. For example, a micro app can provide a sales manager with the annual forecast pulled from two different instances of Salesforce or automatically inform a sales rep about his client’s support ticket status based on information pulled from both Salesforce and ServiceNow. With key data at their fingertips, sales teams can efficiently meet their quotas and nimbly meet their customers’ demands.
2. Lack of mobility.
Kerschberg predicts that future gains in worker productivity will stem in large part from enterprise mobility. Sales teams need the agility mobile can provide. Not being able to get the right information wherever they are will cost reps deals and in turn, their companies major opportunities for growth.
How micro apps can help:
Micro apps free sales reps from the chains that once bound them to the office – they eliminate the need to use a certain device or be on a specific network. With the ability to access micro apps from any device, messenger, or intranet, sales reps always have access to the freshest available data and their current tasks anywhere, anytime.
3. Too much busywork.
Searching for data before a call or a meeting isn’t the only task that needlessly wastes valuable sales time. Reporting, administrative, and post-meeting CRM-related tasks eat up another 20 percent of the workday.
Many of these tasks take longer than they should. Systems and workflows are often cumbersome, burying individual tasks deep within a morass of thousands of other small processes and pages. Case in point: Seven in 10 sales reps say they spend far too much time on data entry.
At the end of the day, sales reps devote only about a third of their time actively selling.
Why are they throwing away their time on tasks that could be easily automated? That’s the million-dollar question that separates successful companies from mediocre ones. High-performing companies are 2 times as likely as underperforming companies to describe their sales processes as automated.
How micro apps can help:
Micro apps automate sales processes that used to require reps log into multiple systems to complete complex tasks. For example, after a meeting, Sapho notifies a sales rep to update the data from the meeting directly in the micro app. Sapho can even leverage existing territories to assign leads and opportunities to the correct sales reps and enables multi-level approval for something like a PO request without having to log into and navigate that source system.
And, if a new PO is entered in SAP or a new opportunity is put in Microsoft Dynamics CRM, Sapho notifies the appropriate people and provides them with details of the PO or new opportunity – they can then approve or reject it immediately, without logging into and then navigating the source system.
Once your sales team discovers the value of micro apps, they’ll wonder how they ever got by without them. By removing some of their biggest pain points, micro apps free up sales reps to do what they do best: Seal the deal.
Ready to learn more about how micro apps help boost the performance of your sales team?