It’s not exactly breaking news that mobile technology has changed everything — it’s no longer about going online, we live online. That means we work online too, and more than ever, sales teams in every industry are depending on mobile technology to achieve even more success in their daily work. Mobile moments are now a crucial part of sales training and enablement, and the results are impressive.
If you’re new to the idea of mobile moments, it’s actually a pretty simple concept: mobile moments are those moments when people reach for their mobile phones or tablets to find what they’re looking for. For your sales team, that means they’re no longer rifling through sales collateral or even stopping by a manager’s office when they have a question — they’re looking for answers on their phones.
As product trainings at company HQ fade into the distance, companies are choosing to invest in on-the-go sales enablement instead. When you give your sales reps instant access to training at the exact moment they need it, you create a more cohesive, efficient sales experience for your team. Mobile moments are an exciting new way to educate and support sales reps and managers, and it’s changing the landscape for how we train our sales teams.
Let’s dig into some of the ways you can use mobile technology to support your sales team and enable job success.
1. Provide All-in-One Sales Support
Okay, let’s get the scary statistics out of the way first: according to the market intelligence firm IDC, one in three sales are lost due to lack of sales preparation. But it’s not for lack of effort — the firm reports that sales reps spend an average of 7 hours a week preparing and researching for their calls. That’s why more companies are looking to invest in sales technology that builds efficiencies and stores all resources in one place. Mobile technology allows you to roll all of your sales activities — from onboarding to practicing for a big pitch — into one platform and streamline key processes. Making prep time more efficient for your sales reps does more than just save time — a 2014 study from IDC found that saving a single rep 60 minutes per week could generate upwards of $300,000 per rep in additional revenue.
With the right platform in place, sales organizations can guide how reps prepare and train for job success. For example, Thermo Fisher uses Loop to provide a more effective new hire experience through pre-class training, in-class support and post-class follow-up. Not only does this provide more support during onboarding, it also ensures that best practices and winning strategies are shared across the team, resulting in more prepared sales professionals at every stage.
2. Create a Searchable Content Library
Mobile moments are all about instantaneous access to information. If you’re struggling with getting your sales reps to use your sales collateral, it’s likely because it’s disorganized or hard to access. Modern sales organizations have their sales collateral and content in an organized library with fast search and easy browsing. Make it easy for your team to find the content that will help them sell more effectively by storing it all in one searchable space.
You can also leverage your online content library to help your sales reps stay ahead of marketplace changes. Pro tip: choose a sales platform that allows you to share articles and files with your team as part of their learning. Some organizations are even taking it a step further by creating individualized learning paths that curate content to support a salesperson’s specific training needs. Mobile moments are teachable moments — responding to a team member’s needs in real-time helps them retain information and learn in the moment.
3. Perfect Performance
You already know that practice makes for the perfect pitch, but are you using the right technology for your team? The most successful teams embrace video technology to create space for reps to practice, review their performance, and receive feedback. Video training is a growing tool for helping sales reps gain confidence and perform better in front of customers.
Video training not only helps your sales reps hone their skills, but they can also learn from seasoned salespeople and replicate successful behaviors. Peer coaching is a powerful tool, and sharing videos of different scenarios allows rookies to learn from the best. You can even employ scenario-based challenges to engage your team through experiential learning. Reps can provide peer coaching and feedback to one another, and managers can respond directly to provide individual insights on their performance.
4. Provide Continuous Feedback
Enabling your sales force for success means providing feedback at every stage. No matter if your salesperson is a new hire or a veteran, feedback is crucial to their growth and performance. Mobile moments are a great way to be interactive with your team and provide feedback in real time. Whether you’re responding to an assignment or reviewing a video scenario, identifying coachable moments as they happen provides more valuable feedback to a sales rep than the typical annual review or quarterly check-in.
Continuous feedback is also a great way to align your team on best practices and strategies for success. Through assignments, sharing videos, and coaching, salespeople are able to learn how to have more successful customer interactions when they need it most. Instead of having to wait for the next in-person training event, mobile technology allows reps to access training in their moment of need and receive instant feedback. Plus, managers are able to track their team’s progress and identify coaching needs and training gaps based on their mobile activity.
Looking for the right platform to give your sales team superpowers?
Check out Loop, the first Sales Training and Enablement Platform to support your entire sales force from new hire to sales expert.Check it Out!