Technology

How Mobile CRM Helps Achieve More Client ‘Wins’

How Mobile CRM Helps Achieve More Client ‘Wins’
mobile crm client visits

Leaders of field teams looking to expand their businesses with more clients may consider looking into software solutions that are able to track individual client activity and easily tag a client as a “win” or a “loss.” The definition of a “win” will vary depending on a business’ size, cash flow, and overall goals of an organization. Learn more below about how to define “wins” for your business, the tools that will help you, and how these tools can coexist with legacy business advice.

Using KPIs to Win

Classifying a client as a “win” can be based on different criteria for individual field businesses.  Many organizations use Key Performance Indicators (KPIs) to better understand the strengths and weaknesses of their teams in the field, and the goals that arise from these KPIs can help leaders define the type of client “wins” that are presently relevant. For example, Organization X may measure levels of inventory orders, and determine they are too low. Using a Mobile CRM software tool, this organization would be able to easily see ordering levels across all accounts, and tag a client as a “win” when they cross the ordering goal set by management. It is likely that a prospering organization will shift the focus of their KPIs over time, and the definition of a client “win” will change along with it. However, KPIs, paired along with software solutions that can track their success, will help leaders understand what practices directly affect the bottom line, and how to intelligently lead their team into the future.

Gaining Insight from Your Team

While there are a number of articles that offer guidance for businesses with field operations, it is important to remember that both your organization and client base are unique. Because of that, leaders must always interpret outside advice as it pertains to their organization. However, through in-house research, organizations can collect and analyze organization-specific insights.  Mobile CRM solutions allow field reps to easily gather and share data such as product orders, and track the activity of each new client. These types of solutions often allow management to survey activities in the field from the back office, in order to effectively draw territory lines, as well as analyze qualitative data such as client satisfaction responses collected by reps. As co-founder of Locqus Paul Proctor argues, it is important for business leaders to know when to take outside advice with a grain of salt. Successful business leaders keep the words of business veterans in mind while also seeking out tools that provide measurable and concrete insights into their specific, core activities.

Continuously Collect & Analyze Data

Cloud-supported tools like Mobile CRM software solutions create opportunities for managers to see what specific activities led a client to being a “win.” These types of insights are invaluable because the business may be wasting resources they believe will lead to clients “wins.” For example, a beverage business may invest in developing new product because ordering goals are not where management wants them. A Mobile CRM tool, with a KPI-focused goal, could identify what pushed the client towards winning was a certain amount of rep visits, rather than attraction to a new product. By continuously revising goals, considering veteran advice, and implementing software tools with organization-specific insights, the number of client “wins” is sure to grow.

Download the 2024 Outlook Report

As the retail landscape continues to evolve, it’s more important than ever to stay on top of the latest trends and challenges. Download our report today to see how more than 160+ CG executives and field leaders are strategizing for 2024.

Erin P. Friar

Erin Friar is a Content Marketing Journalist Intern at Repsly, Inc. and is completing a Journalism degree at Suffolk University. She is a master of grammar and is passionate about creating fresh content to help foster efficiency and overall success in small businesses.

Latest Posts

1 Min Read
Infographic: Optimizing In-Store Retail Strategies in 2024

Insights and Studies

Infographic: Optimizing In-Store Retail Strategies in 2024

Luciana Marzilli Lord

In our recently unveiled 2024 Outlook Report, a significant shift in the priorities of CPG and Retail Services leaders has come to light. Notably, a whopping 90% of those with access to budget..

3 Min Read
Enhancing Retail Execution: The Power of Streamlined Data

Merchandising

Enhancing Retail Execution: The Power of Streamlined Data

Luciana Marzilli Lord

In the era of data-driven decision-making, we understand the significant impact that organized data can have on your retail execution strategies. Yet, the pains associated with disorganized and..

3 Min Read
Why are CPGs Doubling Down on Tech Investments This Year? Let’s Get Into It.

Insights and Studies

Why are CPGs Doubling Down on Tech Investments This Year? Let’s Get Into It.

Cait Will

Our team at Repsly is excited to announce the launch of our highly anticipated 2024 Retail Outlook Report. At Repsly, our mission is to help CPG brands thrive in the retail landscape, and our annual..