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By Christophe Kuhner
on 09 Nov 2016 11:32 AM
  • Digital transformation
  • E-commerce
  • Grande Distribution
If it’s still in your policy to scold sales reps for phone use during work hours, 2016 may be the right moment in history for you to consider adjusting your philosophy on the matter. In-store mobile sales support, like mobile commerce in general, has been growing at an equal pace to the technology itself. That is to say, swiftly. Each year, a plethora of new sales-oriented apps are released to help sales members be more effective in how they perform their role. These include tools oriented toward CRM, project management, customer service, team communication, etc.. We admit, it can be a real challenge to keep up. 
 
For those of you just learning about the practice, and especially if you’re still on the fence about it, here are a few of the advantages to arming your frontline with the handiest weapon at their disposal today: the smartphone. 
 

Keeping up with the customer

These days, the consumer may know the products you are selling even better than the men and women you’ve hired to sell them. This is especially true for higher-end goods, which represent a large investment and therefore deeper research before purchasing. Instead of being caught off guard, having an easily accessible information portal in the palm of their hand can helps sales reps to quickly pull up products so that they can be on the same page as the customer. 
 

Pulling up info on the customer

All you need is a name. And if the customer is happy to provide one, your salesforce will be able to pull up all sorts of useful data—birthday, family status, past purchases, etc.—to help them better target their service approach. This only works for return customers, of course; smartphone technology has not yet managed the feat of pulling personal data from thin air!
 

Mobile point of sale

They’ve been popping up more and more. If it’s all about making the customer journey smoother, what could accomplish that better than reducing checkout time? If you’re not sure what we’re referring to here, this is literally using a phone in place of a cashier, either through an electronic purchase or smartphone credit card reader.

If mobile commerce is an important topic for your brand, be sure to browse our archives or check back often for future installments in our Going Mobile series.
 

Christophe Kuhner

VP Field Marketing & Communication & Product Marketing Manager « Sales Marketing »