Sales Digitalization: When Tablets Power Your Sales Performance

Sales force digitalization is an important topic. According to a study by Action Co magazine, 100% of customers approve of sales representatives using tablets. Also according to Action Co, 85% of companies improve their image by using tablet sales applications.

Your sales representatives need the appropriate tools to improve face-to-face selling and, consequently, their sales performance.
Our friends at Touch & Sell, who develop a tablet application dedicated to sales appointments, recently published a white paper titled “The Tablet for Sales Performance.” As a true guide to the digitalization of face-to-face selling, we have decided to provide you with a summary.

Sales Force Digitalization: Tablets for Your Performance

The Challenges of a Sales Representative Today

If you are a sales representative, you have certainly encountered one of these challenging situations:

• You arrive at your prospect’s, but your paper documentation is damaged and outdated, and you didn’t even know it.
• Your prospect asks for documentation you hadn’t anticipated, leading to a rescheduled appointment.
• You arrive with your heavy PC, take a long time to turn it on, then to find the right document, all while your client waits.

A competence issue? Certainly not. The problem is rather that you didn’t have the appropriate tools.

To overcome this, there are solutions much better suited for sales presentations, which facilitate the work of field teams. Combined with a presentation application, the tablet simplifies the sales representative’s job and allows them to focus on their client. Connected in a snap to a video projector, it also serves as a support for more important meetings.

A company looking to equip itself with tablet-based sales presentation tools has a choice of 3 solutions: cloud storage (Google Drive, Dropbox…), SaaS solutions (Touch & Sell), or custom solutions (developed by IT service companies or agencies).

You will find the analysis of existing solutions in the Touch & Sell White Paper.

Which Environments and Tablets to Choose for Your Sales Digitalization?

Before diving headfirst into sales force digitalization and purchasing tablets for your company fleet, you need to ask yourself a few questions.

The first is the operating system to choose. The current market offers 3:

• iOS: an environment imposed by Apple, easy to access and intuitive.
• Android: developed by Google.
• Windows: which is making a comeback, with the latest Windows 10 aiming to be human-oriented.

Other questions must also be taken into account when choosing your tablet:

• Usage: Of course, the most important element is mobility. Beyond that, the profession determines the use of one type of tablet over another.
• Existing IT infrastructure: which can guide you towards one system rather than another.
• Price: Android is often preferred, being less expensive than an iPad.
• Possible interactions with existing tools: it is important to choose an operating system that is compatible with the tools and software the company uses.

Smarketing and Digitalization: A Powerful Duo

It’s no secret that marketing and sales departments struggle to work together. Here are some statistics that prove it:

• 40% of sales managers perceive collaboration between marketing and sales departments as existing but ineffective
• More than 70% of marketers and sales representatives claim to make concessions to the other function
• 64% of marketing directors consider themselves involved in customer loyalty. Only 46% of sales directors share this opinion.

The client no longer belongs solely to the sales representative. They are a client because the entire commercial relationship offered by the company satisfied them. It is in this sense that marketing and sales departments must work together.

The more marketing understands the client upstream, the better the offer will be. The more the sales representative works in synergy with other stakeholders in the commercial relationship, the better it will be.

The digitalization of the sales act can be a real competitive advantage. But for tablet selling to bring benefits, it is crucial that the narrative comes from true collaboration between marketing and sales. The story told by sales representatives must be consistent for everyone—a story jointly written by marketing and sales. This tablet-enabled sales pitch allows the sales representative, in their face-to-face selling, to be more flexible and better adapt to their interlocutor.

The Application at the Core of Usage

The challenge is to equip your sales representatives not with the latest gadget, but with an application whose entire content is dedicated to the sales act, is easy to use, and creates a ‘wow’ effect for the prospect.

The application must be entirely dedicated to sales to foster a quality relationship between your sales representatives and your prospects or clients.

It must be simple and intuitive for sales representatives to adopt and for it to facilitate their appointments. It must improve the perceived added value of your product or service to differentiate you from your competitors. It must enhance your value and give your brand a more innovative, professional, and qualitative image. This modern and interactive support will allow your sales representatives to tell compelling stories, enriching the customer experience and maximizing your chances of conversion.

A driver of sales performance and a brand image enhancer, the tablet represents an undeniable competitive advantage for a B2B company.

You have everything you need to digitalize your sales forces. Don’t wait any longer; offer your sales representatives the tablet equipped with the sales presentation application that will change their lives!

Download our guide on sales force digitalization here