Mobile B2B Sales: A Practical Guide for Operations Managers

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As an operations manager the design and control over business operations is in your hands.  As your industry evolves, your ability to stay on top of best practices and adaptation of new technologies is so important.  This article offers key insights into mobile B2B sales, and a practical guide for operations managers.

Mobile sales apps for B2B represent the new standard for growing small and mid-sized businesses. In fact, mobile B2B sales may be the greatest thing to happen for manufacturing and wholesale distributor sales reps since the invention of the printing press. There are very few technologies you can add to your business today that will have as far reaching effect on the quality of operations, and the bottom line of your business as a mobile sales app.

Job #1, as always, is to meet or exceed customer expectations. Your goals are centered around metrics like on-time deliveries, days on hand inventory and inventory turns. Mobile is setting the new standard for warehouse operations, and there is no role in the organization that will gain from the transition to mobile like operations will.

How will operations benefit:

  • Accelerated supply chain
  • Reduced delays and bottlenecks
  • Cost reduction
  • Increased order and invoice accuracy
  • Improved on-time delivery and other key metrics

Risk factors to watch out for:

  • Solutions that do not cater to your unique operations environment
  • Out of control budgets that customize projects can lead to
  • Poor or improperly designed integrations with your ERP system
  • Reliability of the mobile solution, and need for contingency planning

If your company has outside sales reps, or sells at trade shows, on a showroom floor, from special events or on-site with a customer –for you, the era of the printed product catalog, the paper order form, and the fax machine – is over.

Ready to talk about charting a mobile sales strategy that makes sense for your operations?  Contact us at info@xkzero.com or call 847-416-2009.

 

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Why Creating a Great User Experience Matters Most

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Take a guess at the #1 criteria for having a great mobile sales app for your business? If you guessed creating a great experience for the user then you are correct.

The reason is simple. It’s because most (if not all) of your business goals for mobile are linked to user adaptation.

When you invest in a mobile sales app, naturally, you expect certain measurable results, such as these:

  1. Larger orders
  2. New revenue streams
  3. Higher close rates
  4. Reduced admin costs
  5. Better equipped and informed sales reps
  6. New intelligence

When you invest in a mobile app—whether you build one customized for your company’s needs, or choose an out-of-the-box option directly from an app storeit should improve the experience of doing business with you. This should be true all up and down the supply chain, but especially for the user of the app.

What, then, does it mean to create a great user experience?

Your new mobile sales app should be intuitive. If it seems like there may be a lot of training involved, keep shopping. It should be dependable. The app can’t be crashing on you every other time you use it.

Your mobile app needs to introduce something new—something memorable. Your app should reward the user and keep them coming back to the app again and again. Think maps to customer locations. Think item images, spec sheets or even instructional videos to improve the understanding of your products. Think geo-awareness, signature capture and other measures that improve accountability. Think alerts and push notifications. Think photos. Think new intelligence gathering and a means to understand customer behavior in ways you never imagined.

Creating a Great User Experience Matters.

Focus on creating a great user experience for everyone involved, and your mobile sales app initiative will be on a sure track to success.

Taking photos at the customer location, whether it be a display case - or even a proof of delivery, enhances your understanding of your customer and helps to create a great user experience

Taking photos at the customer location, whether it be a display case – or even a proof of delivery, enhances your understanding of your customer and helps to create a great user experience

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