Reliance on Mobile Technology
The move to an information sharing approach is most effective when salespeople have ready access to CRM and other information sources. With mobile communication available almost anywhere, such access allows salespeople to retrieve needed information at any time. For instance, if a salesperson takes a customer to lunch, he/she can quickly access their company website or specialized software to respond to customer questions, such as how long it may take to receive a product if an order is placed. The implication is that salespeople are now truly mobile as nearly all of their software applications are accessible from almost anywhere.
Additionally, the proliferation of mobile apps provides an abundance of options for increasing sales force productivity. For instance, apps can be used to: deal with customers (e.g., take notes, store business cards); manage files (e.g., scan documents; access online files); prepare for meetings (e.g., update a slide presentation, schedule transportation, find food); and much, much more.
Use of Social Media
The sales forces’ adoption of mobile technologies has made it easier for them to explore the use of social networks for building business relationships. While salespeople actively use consumer-oriented social media, such as Facebook and Twitter, the most popular social network for building sales relationships is Linkedin, since it is primarily aimed at business people. Consequently, the contacts found through Linkedin tend to be of higher quality than contacts found through other social networks.