Buyers are more sophisticated than ever before, so sales reps need to be able to clearly articulate and quantify the value of the solutions they are selling in order to close deals. Unfortunately, according to Sirius Decisions, today’s reps are lucky to get four or five days of onsite training before taking a territory. That means most onboarding is happening on the job through trial and error.
The good news is that guided-selling applications such as MobilePaks can act as virtual mentors by automatically recommending training bursts and reference aids in the CRM or sales portal, relevant to the salespersons’
Assignments and Notifications
Now, managers can call out specific sales onboarding materials, sales kits or playbook collections by assigning them to individual reps or groups based on their unique reference, program or coaching needs. These assigned materials will be easily accessible to the sellers on a separate tab within MobilePaks and will be identified with a notification ribbon like “To Do” or “Due By”.
Recurrence and Sequencing
Memories get triggered through repetition and focused engagement, helping learning and retention. Now managers can sequence Paks inside of a Collection so they have to be completed in a certain order, enabling them to build on one concept after another. In addition, managers can set Paks to be automatically be reassigned as frequently as they would like (ex: every quarter) to reinforce specific concepts.
The new thumbnail views of what’s in a Pak helps a user to quickly identify and access essential job or reference aids in their moment of need. For example, a rep might recall watching a short video on how to position the product in a Pak that was assigned to them earlier in the week. Now, they can quickly jump to the asset and watch it again before calling the sales opportunity without having to page through the entire Pak.
Improved quiz and test features
Managers can now require a passing grade before users are given credit for taking a Pak. If the Pak is in a Collection and sequenced (see above), then the user will not be able to take the next Pak exam until they complete the failed Pak correctly. This is perfect for defined onboarding paths and situations that require compliance to learning completion.
Our new reports allow managers to quickly keep track of who has been assigned which Pak or Collection, whether they’ve completed it and, if so, what the results were. In addition, managers can gather feedback from reps regarding what they liked and didn’t like about a specific Pak and what they would like to see more of.
The above enhancements make it easy for managers to correlate onboarding speed and seller competency with metrics such as pipeline to quota ratios and conversion rates.
“In order to stay one step ahead of buyers, sales reps today require modernized support that is real-time, personalized and in a format that is easy to digest and retain,” said Chanin Ballance, CEO, MobilePaks. “MobilePaks acts as a virtual mentor, by suggesting best next steps, activities and assets when and where they need it (laptop, tablet, smartphone or CRM) based on information in an opportunity record, assignments and more.”
Brief: Better Sales Onboarding with Guided Selling
Webpage: Sales Onboarding with MobilePaks
MobilePaks helps companies improve sales effectiveness and productivity with scalable products for managing content and support in the way sellers learn, retain and use. MobilePaks' exclusive Relevance Engine™ automatically recommends pertinent content and support based on the sales stage, prospect type and preferences of sellers and managers. From product updates and competitive intelligence to how-tos, employees can access short bits of knowledge when and where they need it – as well as share approved content with customers. Marketing and Sales leaders glean insights to track behavior, needs and direct feedback for better alignment. MobilePaks solutions are available as stand-alone web applications and can also be integrated with partner portals and CRM systems like Salesforce, Oracle CRM and Microsoft Dynamics, as well as Marketing Automation Systems such as Marketo and Eloqua. For more information, contact MobilePaks at 1-800-737-8481 or visit www.mobilepaks.com.