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Tips for Building a Mobile Sales App

Mobile Sales App Tips Designed with the End User in Mind

When designing a mobile app, there are many factors that contribute to an overall great user experience. Of these factors to consider, the most important by far is, of course, the user. It seems obvious that the most crucial part of a user experience would be the people it’s designed for. Right?

Luckily for you, we’ve already created a tried-and-true system developed over many mobile sales app deployments for manufacturers and their distribution channels. By following these simple mobile sales app tips, you’ll get a heck of a lot closer to maximum adoption when you begin launching an app.

Step 1: Ask your distributors directly about their mobile devices and mobile sales app goals

The first step in many design processes is often referred to as the “define” or “discover” phase. However, this part is often skimmed over and rarely completed to the extent it should be. It’s common during this initial stage of the project to ask questions such as: What is the problem? What are your goals? 

This is a good start, but we need to go deeper! These questions tell us what to build, but not how to build it. What, or rather who, we should be concerned with is ultimately the end-user. To get started, we’ll want to find detailed answers for the three following questions.

  • WHO will the users be?
  • WHAT device(s) and apps are they currently using in the field?
  • WHY do the users need a new solution?

Step 2: Run a two-phased pilot program with internal Account Managers and a few top distributors

Once you know the devices your top distributors are using, a better approach is to run a short two-phased pilot with your internal account managers followed by a second pilot with their best distributor partners.

Here’s why.

You will find immediate champions on your internal team as well as apathetic non-users during the internal pilot.

To achieve maximum adoption, you must prevent the apathetic ones from ever talking to their key accounts about your mobile sales app and remove them from the process of the pilot.

The power users on your internal team will suggest changes to both the content and user experience BEFORE they give the tool to their key distributor partners and be excited to co-create an app that will drive revenue in their territory.

If you decide to go the other route with all internal reps piloting your distributor mobile sales app, the apathetic ones will hinder the process and will not have enough faith in the tool to promote its use to their key distributors. In which case, your project is doomed to mediocrity.

Step 3: Update your distributor mobile sales app regularly

Simply put, if you arm your distributor sales team with the right sales and revenue enablement solutions, not only will they have happier prospect clients and more sales, but you can learn a lot about what collateral is working and what isn’t just by looking at the numbers.

To achieve this, you’ll need to create a cross-functional team and assign responsibility for building the support system and managing it. You also need to decide on content workflows and approvals, including who approves at what stage of content development (from idea stage to first draft to final draft to final approval).

You can use real data to determine what collateral works best with all your distributors in different regions and “geos” in the field, and you can control and adjust the content easily, recognizing trends with real-time data and supplying only the best collateral.

This ensures that your distributors will have the latest and best possible sales materials available at their fingertips and you can streamline communications with this knowledge — saving time and money while empowering their sales teams.

Step 4: Implement for adoption and nurture your distributor mobile sales app users regularly

You’re now ready to implement your solution. Establish a centralized content office to manage implementation, including a project plan and schedule, as well as communications and training for content creators, subject matter experts, and the consumers of your content: The salespeople.

To build content for the support system, establish editorial and maintenance schedules. Plan and schedule operational reviews with your cross-functional team.

Keep in mind — it isn’t all roses.

Groups of distributors may respond very poorly to the pilot.

To prevent randomness, manufacturers should treat their mobile app users like prospects. They need nurture emails, training demos, and the occasional phone call to get on board and up to speed.

A good cadence might be:

Day 1 – Online training and launch

Day 2 – Email with video link to the training

Day 5 – Repeat online training for those that missed it

Day 10 – Online call with questions

Day 12 – Email with two features

Day 15 – Email with a success story

Regular nurture will produce outstanding results and push people to adopt a distributor mobile sales app that might have never even turned it on in the first place.

As opposed to launching an app and hoping it works strategy most manufacturers use, this simple methodology will almost guarantee success.

Tying it All Together

Ultimately, the questions you ask and the details you need to create a great user experience depend heavily on the specific project. However, these mobile sales app tips will give you a better idea of the mindset to have when starting a project and gathering user information. By taking these finer details into consideration, your work will surely stand out from the competition. Happy designing!

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