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The Only Sure Way to Drive Mobile Selling Tools Adoption Is…

June 2014
Mobile selling tools adoption for sales teams and management can be a painstaking process.
Your sales team is not using the iPads you bought them.
You pitched the board with the promise these iPads would increase sales and make your team’s job easier.
But here you are with an expensive mobile device that your team isn’t using.
And it doesn’t matter how you got here.
Your sales team is not using the iPads you bought them.
So the question is, “How do you drive your mobile selling tools adoption?”
That is assuming you chose the right sales app, ran a perfect iPad pilot project, and built your mobile sales enablement tool after consulting with your sales team.
The answer is metrics.
The numbers do not lie. People do.
Your gut lies. Your VP of Sales lies.
Don’t let your future as a manager be sidetracked by not using the real numbers to assess mobile business app uptake and usage.
To do this effectively, companies need to decide what key metrics and KPIs they want to measure for mobile selling tools adoption.
Too complex and even the most analytical managers will loose interest.
Too nebulous and users will be rolling their eyes and calling you “Big Brother”.
So which metrics should you use then?
It depends.
It depends on how your sales team does their job and what problem you are trying to solve with a mobile app.
Some examples of key metrics for a sales tool might include:
  • Digital files opened (presentations, videos, brochures)
  • Product details shown
  • Quotes sent to prospects
  • Searches for specs and details
Whatever metrics you choose, stick to them for at least 6 months.
This will give you a sufficient data set to suggest and drive positive change and mobile sales tool adoption. Any sooner and you may be jumping to conclusions that are not real and could actually hurt adoption.
Your feelings and intuition will be screaming at you to act differently, but the numbers are the truth that will set you up for mobile success.

People lie, our intuition lies, but numbers don’t lie.
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Being part of Spica management team for more than 15 years, Andrej Planina is considered a leading regional expert in the field of business mobile solutions and technologies for automatic identification. He obtained extensive knowledge working as a project manager for major organizations in the region. Well aware of the business aspects in information processes, Andrej is the author of some of Spica’s successful products. An award-winner for the best innovation for the "Intelligent safety control system“, he is regularly invited to share his knowledge as the lecturer at the University of Ljubljana (Faculty of Engineering and Computer Science, Faculty of Economics). When not working for Špica, he is a passionate wine taster and blogger. Find out more at : http://vinskezgodbe.blogspot.com.

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