We’ve been out collecting some interesting stats on tablet use by business. It seems that while growth has stalled in the consumer market, businesses big and small are investing in tablets for their sales staff to improve interactions with customers. Among our key findings are:
- Nearly half of all iPads sold are bought by businesses and governments. (Source: New York Times.)
- October 2016 was the first month when more people searched the internet on mobile devices than on computers. (Source: The Telegraph.)
- In 2016, 67% of businesses employing 100 people or fewer were using tablets. That figure is expected to reach 73% by the end of 2017. (Source: BizTech Magazine.)
- One survey showed that 70% of sales people issued with a tablet hit their sales target, compared to only 62% of sales people overall. In the same survey, 90% of salespeople said that having a tablet improved their productivity. (Source: Onsight.)
Clearly, there are lots of arguments in favor of giving your salespeople tablets. If you’re in the process of making that decision and you’re also thinking of introducing a Sales Enablement tool for that mobile device, we would advise you to onboard new hardware and the Sales Enablement App at the same time. Here’s why.
Their enthusiasm for the new tech will override any reservations about the software
It’s likely that your sales team are excited to have a tablet. There may be a few naysayers, but overall the outlook is positive. They get a shiny new toy, it makes working on the road a lot easier, and it makes a good impression with customers.
Cash in on this enthusiasm by including the Sales Enablement app in the hardware rollout. Any misgivings your sales team may have about the introduction of a Sales Enablement tool will be overshadowed by the excitement of unboxing the tablet and getting to grips with the workings of it. If the app is already installed it simply becomes part of the tech.
Simultaneous onboarding saves time and improves engagement
Many people will already have a tablet at home and won’t feel they need any training as to how to use it. However, some of your team may need a helping hand getting started, and even those who use a tablet for entertainment may not be familiar with all of its capabilities. Take the time to train users in the use of the tablet and all its relevant apps – including the new Sales Enablement tool. Onboarding both at once instills in your team that using the Sales Enablement Platform is as integral to the device as using the email app and having it native to their device creates a seamless link between the two.
Other things to bear in mind if you’re giving your sales team tablets
The advantages of tablets for sales teams are much documented. We’ve written about it here before. But there are some caveats that should be considered when rolling out new hardware and SaaS:
- DO choose a corporate background/wallpaper. One of the benefits of a tablet is that you can look at it together with your customer. Make sure they’re seeing something that reflects well on your business.
- DO invest in a case for the tablet. Not only does it make it easier to use, it will also save from costly damage and unsightly scratches, which are almost inevitable for the regular traveler.
- DO offer ongoing training to make sure your team are getting the most out of the Sales Enablement software.
- DO think about offering incentives to encourage engagement. Some salespeople may resist using a new tool, but a competition promoting greater use can help with acceptance. A good Sales Enablement app will include analytics to help you measure performance.
- DON’T overwhelm your sales team. There’s a lot for them to get their heads around: the hardware, the Sales Enablement app and all the content. Make time to introduce the app slowly. An ongoing onboarding process will allow users to familiarize themselves with all the available functions, making the most of the tool provided.
- DON’T block access to social media – instead, encourage your sales team to engage in social media in a responsible way, talking to customers, communicating your message and building their network.
- DON’T rely on the Cloud. You never know when you’re going to need your marketing collateral. Choose a Sales Enablement Platform that works offline.
- DON’T be afraid of taking on two things at once. Our experience shows that companies which introduce a Sales Enablement app at the same time as rolling out new hardware find the onboarding process much easier and see an improved impact on sales much more quickly.
If you have any questions about how a combined hardware and SaaS rollout could work, please don’t hesitate to contact me.