Sales force automation works when used from a mobile device, not a laptop, reports
Mobile Business Advisor.
The reality of laptop based solutions: the laptop rarely leaves the house. Customer call reports are entered from memory, and often not until the day before the manager compiles their regional sales reports (p.36).
"...more than 80 percent of sales reps and their managers think a PDA sales solution would make them more productive. 90 percent say they would use their CRM/SFA system more if they had handheld mobile access."
Remember...(p. 38)
- Clearly articulate the business problem and establish a way to measure success
- Listen to users (the business may want the information, but it has to work for the staff)
- Go light (don't try to cram all the desktop functionality into a mobile device)
- Don't reinnvent the wheel
- Simplify data entry
- Make sure there's calendar integration
"To date, SFA/CRM success has been hindered by low-level user adoption rates in the field. PDAs appear to offer a solution to bridge the gap between your field workers and your goals for enterprise-wide participation in your SFA/CRM initiative." (p.39)
