Mobile Sales Enablement: Key Tools And How To Choose?

Sales teams increasingly rely on mobile devices to access customer information, sales resources, and work applications outside the office. As more sales activities move onto smartphones and tablets, businesses need tools that are designed to support sales work in a mobile environment.

This is where mobile sales enablement comes in. It brings sales-related information, resources, and applications closer to the point where sales activities take place.

However, choosing mobile sales enablement software is not simply about selecting a platform with the longest list of features. Different tools support different requirements, and a solution that works well for one organization may not fit another.

This guide looks at the key types of mobile sales enablement tools and the factors businesses should evaluate when comparing and selecting them.

Defining Mobile Sales Enablement

Before we jump into the toolkit, it is vital to understand what mobile sales enablement is and why it's fast becoming the linchpin of effective sales strategies.

A mobile sales enablement environment may include tools for:

• Accessing customer and account information

• Viewing sales content and product resources

• Recording sales activities

• Accessing training and reference material

• Reviewing sales information

• Completing sales-related tasks from mobile devices

Mobile sales enablement is the approach or set of strategies and tools that allow sales teams to access the right information at the right time, regardless of their location. This could involve arming sales reps with mobile-optimized sales assets, providing them with product-related knowledge on the go, or even helping them close deals without being tethered to an office.

Sales enablement, in general, is crafted to ensure that all sales interactions are tailored to the individual needs of the buyer, creating a consistent experience across communication channels. When you add mobility to the mix, you break down barriers that might keep sales teams from reaching their full potential.

Key Tools for Mobile Sales Enablement

When it comes to mobile sales enablement, a variety of tools can be valuable in augmenting sales reps' capabilities. Here, we'll explore some of the most impactful ones.

Mobile CRM:

Customer Relationship Management (CRM) tools have long been a staple of successful sales teams, but their mobile iterations are now essential. Mobile CRMs like Salesforce and HubSpot provide sales professionals with up-to-date information on leads and customers, allow them to input data immediately after meetings or calls, and are powerful tools for managing sales pipelines on the go. These apps not only enhance the customer experience through efficient follow-ups but also empower the sales team with data-driven insights into customer behavior.

Sales content management:

Sales content management tools such as Seismic or Highspot are designed to streamline how sales content is created, organized, and shared. Mobile versions of these platforms ensure that the sales team has access to the latest sales collateral, pitch decks, and product information in a format that's easily shared with prospects. Integration with CRMs can make the process even more efficient, allowing sales reps to track how their content is being utilized by customers.

Mobile learning platforms:

Continual learning is a crucial component of any high-performing sales team. Mobile learning platforms like Allego or Brainshark provide on-the-go access to training materials, sales methodology guides, and even just-in-time support for the challenges that might pop up during a sales conversation. With the right mobile learning tool, your team can stay updated with the latest product knowledge or sales tactics, all from their smartphones or tablets.

Mobile Analytics:

In the fast-paced world of sales, real-time analytics can be the difference between closing a deal and losing an opportunity. Mobile analytics tools, whether native to a CRM or a standalone product, empower sales reps with insights like customer engagement data, content usage statistics, and sales performance metrics on their mobile devices. This allows for more strategic and data-driven sales approaches and the ability to tailor conversations in real-time.

What Makes a Sales Enablement Tool Truly Mobile?

A sales tool should not be considered truly mobile simply because it has a mobile application.

The mobile experience needs to support the way users actually access and work with sales information.

Several characteristics can help distinguish a mobile-first sales enablement tool from software that is merely accessible through a mobile device.

Mobile-Friendly Navigation

Sales representatives should be able to find important information without navigating through unnecessary screens.

Menus, search functions, forms, and frequently used actions should be easy to access on smaller screens.

Access to Relevant Information

Mobile users should be able to access the information required for their specific tasks rather than searching through large amounts of irrelevant data.

The ability to organize information by customer, product, activity, or user role can make mobile access more practical.

Simple Data Entry

Entering information on a mobile device can be slower than using a desktop keyboard. Mobile tools should therefore minimize unnecessary fields and steps for frequently performed activities.

Connectivity Support

Sales teams may work in locations where internet connectivity is inconsistent. Depending on the workflow, offline access and reliable synchronization can therefore be important criteria when evaluating a mobile sales enablement tool.

Device Compatibility

The application should work reliably on the devices and operating systems used by the organization. Device compatibility should be checked before selecting a platform rather than after implementation.

Key Types of Mobile Sales Enablement Tools

Different mobile sales enablement tools serve different purposes. Understanding these categories makes it easier to identify which capabilities are actually required.

Mobile CRM Tools

Mobile CRM tools provide access to customer and sales information through smartphones or tablets.

A mobile CRM may allow users to view customer records, review previous interactions, update information, and manage relevant sales records while away from a desktop.

When evaluating a mobile CRM, look beyond the existence of a mobile application. Consider how easily users can search customer records, update information, access history, and synchronize changes with the main system.

The objective is to make required customer information accessible through the device sales representatives already use.

Sales Content Management Tools

Sales content management tools organize materials used during sales activities.

These may include:

• Product documents

• Presentations

• Brochures

• Sales guides

• Pricing resources

• Case studies

• Other approved sales materials

A mobile content tool should make it easy for users to locate the appropriate resource without searching through personal device storage or multiple folders.

Content management is also important when sales materials change frequently. Users should be able to access the appropriate version instead of relying on files that may have been downloaded previously.

Mobile Learning and Reference Tools

Mobile learning and reference tools provide access to information that sales representatives may need while working.

These tools can contain product information, training material, process documentation, or other reference resources.

For mobile use, searchability and accessibility are particularly important. Users should be able to find a specific piece of information without navigating through an unnecessarily complicated learning environment.

The evaluation should therefore focus on how easily users can access the information they need rather than simply counting the number of training resources available.

Mobile Sales Activity Tools

Mobile sales activity tools help users record or manage sales-related activities directly from their devices.

Depending on the organization's workflow, this may include recording customer interactions, updating activity information, managing tasks, or capturing other sales data.

The key consideration is how closely the tool fits the actual workflow. If representatives have to duplicate information across several systems, the mobile experience can become unnecessarily complicated.

Mobile Sales Data and Analytics Tools

Mobile sales data and analytics tools provide access to relevant sales information through mobile devices.

Users may need to review sales figures, activity information, customer data, or other metrics while away from a desktop.

When evaluating these tools, consider:

• Which information is available

• How frequently it is updated

• How easily users can find specific information

• Whether information can be filtered

• Whether the mobile presentation is easy to interpret

The purpose is to make relevant information accessible in a format that works well on a mobile device.

How to Choose the Right Mobile Sales Enablement Tools ?

With a myriad of options available on the market, choosing the right mobile sales enablement tools for your team can be overwhelming. Here's a step-by-step guide to help you make the right decision.

Assessing Your Sales Team's Needs and Workflows:

What works for one sales team might not work for another. Start by understanding the specific tasks and processes within your sales team's workflow that could benefit from mobile enablement. Sales enablement tools should be tailored to support and enhance these existing processes, not complicate them.

Understanding the Scalability and Integration Capabilities of Tools:

Your chosen mobile sales enablement tools should be adaptable to the size and future growth of your sales organization. Look for tools that can easily scale as your team expands. Furthermore, ensure that the new tools can seamlessly integrate with your existing sales and marketing tech stack to avoid duplication of efforts and data silos.

Considering user experience and adoption rates:

The success of any sales enablement tool lies in its adoption by the sales team. A clunky user interface and complex onboarding processes can deter adoption. Choose tools that provide a smooth user experience and offer comprehensive training and support to ease the transition.

Evaluating security and support features:

Mobile devices are a significant avenue for data breaches. The tools you select should offer robust security measures to protect sensitive customer data. Additionally, look for providers that offer reliable customer support to assist your team in using the tools effectively.

How to Compare Mobile Sales Enablement Tools

Comparing tools becomes easier when every option is evaluated against the same requirements.

Rather than comparing platforms based solely on the number of features they advertise, create a shortlist based on the activities your team actually needs to perform.

Compare Required Capabilities

Start with the capabilities that are essential for the sales workflow.

For example, if mobile customer information is essential, evaluate the quality of customer search, records, history, and data updates rather than simply checking whether the vendor lists “CRM” as a feature.

Compare the Mobile Experience

Test the same tasks across each shortlisted tool.

Look at:

• Navigation

• Search

• Data entry

• Number of steps

• Screen readability

• Loading time

• Ease of completing common tasks

This provides a more useful comparison than reviewing feature lists independently.

Compare Integration Requirements

Determine what systems each tool can connect with and how information is synchronized.

A tool that appears suitable in isolation may create additional work if it cannot exchange information effectively with the systems already in use.

Compare Administration

The people managing the platform also need an efficient experience.

Evaluate how easily administrators can:

• Add or remove users

• Manage permissions

• Update information

• Manage content

• Configure settings

• Monitor the system

Administration requirements can become more important as the number of users and resources increases.

Compare Total Cost

Pricing should be evaluated alongside the actual requirements of the organization.

Consider the complete cost structure, including:

• User licenses

• Additional modules

• Implementation

• Integration

• Support

• Required customization

• Future expansion

The lowest initial price does not necessarily represent the lowest overall cost if the solution requires significant additional work to meet the team's requirements.

When Should You Replace or Upgrade a Mobile Sales Enablement Tool?

A mobile sales enablement tool may eventually stop matching the organization's requirements.

Rather than replacing software simply because a newer product is available, identify specific limitations in the existing system.

An upgrade or replacement may need to be considered when:

• Important mobile workflows are no longer supported.

• Users have difficulty completing common tasks.

• The application does not work well with current devices.

• Information cannot be synchronized reliably.

• Existing integrations no longer meet business requirements.

• Administrators spend excessive time maintaining the system.

• The platform cannot accommodate new users or workflows.

• Required functionality depends on too many disconnected applications.

Before making a change, document the specific problems and compare them against the capabilities of alternative tools.

This creates a more objective replacement decision and prevents organizations from switching platforms without addressing the underlying requirements.

A Practical Checklist for Selecting Mobile Sales Enablement Software

Use the following checklist when evaluating shortlisted mobile sales enablement tools:

• Does the tool support the sales activities that need to be completed on mobile?

• Is the interface easy to navigate on smartphones and tablets?

• Can users find required information quickly?

• Is data entry simple for common activities?

• Does the platform support the required devices and operating systems?

• What happens when an internet connection is unavailable?

• How does data synchronization work?

• Can the tool integrate with existing business systems?

• Can administrators manage users, permissions, and content?

• Can the platform accommodate future users and workflows?

• What security controls are available?

• What level of technical and customer support is provided?

• What is included in the pricing?

• Are there additional implementation, integration, or customization costs?

• Can the team test the tool using real mobile workflows before making a final decision?

A checklist like this keeps the selection process focused on actual requirements instead of allowing the decision to be driven only by vendor feature lists.

The Future of Mobile Sales Enablement

The future of sales lies in its mobility. We anticipate a stronger fusion between AI and mobile sales enablement tools, providing predictive analytics and more sophisticated customer interactions. Virtual reality and augmented reality are also on the horizon, content to rewrite the rules of presentations, making them more engaging and interactive. The possibilities are endless, and the companies that lead with mobile sales enablement will find themselves at the forefront of innovation and, ultimately, sales success.

Conclusion

Choosing a mobile sales enablement tool requires more than comparing feature lists. The right solution should match the specific activities users need to perform from mobile devices and provide a practical experience for both users and administrators.

Start by identifying the required mobile workflows, then evaluate the available tools based on usability, information access, device compatibility, connectivity, integration, scalability, security, administration, support, and total cost.

A structured comparison can help organizations avoid selecting software that looks comprehensive on paper but does not fit their actual requirements.

For businesses evaluating a mobile sales enablement solution for field-based sales operations, Delta Sales App provides a mobile platform for managing relevant sales activities and information. You can book a free demo of Delta Sales App to evaluate whether it fits your team's requirements.