Sales on the Move
Niels van der Putten
September 2012
Sales force environment is increasingly complex
Our sales forces are faced with an increasing challenging commercial environment
with many factors influencing the customer dialogues

Products and portfolios become more complex due to complex customer needs

One person cannot sell everything and needs to involve experts to get a deal

More consultative selling required to become a trusted business partner

Companies become more complex and organizational matrices put a strain on the
coordination of the sales force effort and customer dialogue

Sales needs to align with other departments to provide full service

More partners/ alliances are involved in the selling process

There is so much data and reports available that they are often ignored
This Point of View focuses on how Sales Reps can be supported in bringing the right
message with the biggest impact to the market
Sales on the Move
© 2012
BearingPoint
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Sales reps are less customer focused due to
internal alignment of the customer dialogue
Sales reps are often the primary contact with your customer base and everyone
wants a piece of their conversation. Instead of focusing on the customer, the rep is
focused internal alignment
Sales
Manager
‘Your visit frequency is too low.
Step up on your visits’
Commercial ‘We found a new segment. Can
Analytics
you develop it?’
Marketing
Manager
‘You need to get more
exposure for this campaign’
Product
Managers
‘Tell you customers about this
new feature!’
Customer
Services
‘Your customer has called a lot
with issues lately’. Can you check?’
Sales
Reps
‘Can you fill in for me? I am
home sick’
Sales on the Move
Customer
Sales Rep
© 2012
BearingPoint
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Reps should be in the field talking to customer
with relevant dialogues
Sales reps are very capable of steering the dialogue in the direction that yields most
results. It is their job. What they need is a way to drive an engaging dialogue that fits
the occasion of the customer meeting
Campaigns
Order
intake
Quotas
Previous
visits
Issues &
questions
Product
intros
Analytics
Event
invitations
Surveys
Advice
Sales on the Move
Contracts
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BearingPoint
Proposals
4
Mobile solutions offer distinctive advantages to
make the most of sales forces’ time in the field
Easy to use tool supports Sales in their daily work. Interactive, multimedia tooling
supports engaging customer dialogues. An enabled, independent sales force needs
less steering and control mechanisms to achieve results
1
Actionable Analytics

On the road analytics

Driving sales activities


2
Engaging Interactions

Interactive customer
dialogues
Providing focus on optimal
results

Multi-media marketing
collaterals
Trend analysis keeps rep on
long term targets


Easy product configurators
and proposal generators
Automatic sales visit admin
‘How can I
engage my
customer?’
‘What should I
do?’
Sales on the Move
© 2012
BearingPoint
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Sales Enablement

Visual route & visit planning

Tailored interactive training
modules

Chat functions for corporate
social communities

Easy sharing of documents
‘What can I do
more?’
5
Scope of key functionality Mobile Sales
1
Actionable Analytics
2 Engaging Interactions
Sales Quota
Analysis
Dialogue Builder
Lead Opportunity
Management
Advice Tool
Prospecting
Analytics
Campaign
Management
Micro Segment
Whitespace
Analytics
Product
Configurator &
Proposal
Generator
Cross-functional
Service
Sales on the Move
© 2012
BearingPoint
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Sales Enablement
Customer Profiling
Contract
Management
Activity
Management
Training
Collaboration
6
1
Actionable Analytics: Sales force steer themselves
to the optimum result
While on the move a rep can use easy to interpret analytics to drive his efforts to the
optimal result. The analytics provide the tools to help a sales rep to make the right
decisions
Reports
Reports
Pipeline Value:
“Wow, not good! I
need to focus on
lead generation
quickly!
Win/Loss Ratio:
“I am winning far
more deals than
losing and the
trend is up!”
Reports
“Two of my open
opportunities have
not changed for
over a week?!”
Sales on the Move
“I need to focus
more on following
up my leads to keep
a healthy pipeline”
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BearingPoint
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2
Engaging Interactions: Sales force have access to
the relevant tools to engage their customer
Central coordination can develop flexible, best-of-breed apps/tools of which the rep
always has the latest content available. The rep can modularly use these tools to the
advantage of each customer visit
Central coordination &
development
Interactive
mobile tool(box)
Sales selects
relevant support
Campaigns
Proposal
configurator
Product
Introductions
Marketing
collaterals
Customer
Surveys
Sales on the Move
‘This gives me an easy,
interactive and attractive
support before, during and
after a customer visit!’
© 2012
BearingPoint
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3
Sales Enablement: make the most of a day in the
field
Between visits the rep can make use of the mobile tool to make the most of a day. The
easy interaction makes even menial tasks more fun
Route & visit planning
- EXAMPLES -
Training Academy
Academy
‘Where are my
customers and
prospects? What is
my optimal route?’
‘How can I improve
my skills?’
Customer profiling
Flexible out-of-the-box apps
Academy
‘Many apps from
the app store are
easy to use to my
advantage ’
‘What is there to
know about my
customer?’
Sales on the Move
© 2012
BearingPoint
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Key conclusions of using mobile tools
Tablets and interactive apps provide a distinct advantage for a sales forces to provide
engaging dialogues with their customers

Customer messages are centrally prepared and easily distributed to the sales force with
quick feedback loops of each follow-up

Relevant customer dialogues: Sales rep have powerful tools to add so much more to a
customer visit

Consistent branding and interactive dialogues through centralized marketing collaterals

Via gamification a sales force can be motivated to do menial tasks like customer data
updates

Flexible CRM App infrastructure; easily updated/changed following market changes and
new customer needs

Tablets are easy to use on the road with quick access, interface and long battery life
Tablets enables a company to provide their sales force with new differentiating,
interactive and engaging tools to make a customer visit more relevant
Sales on the Move
© 2012
BearingPoint
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Mobile Sales Round Table
Sales on the Move
© 2012
BearingPoint
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Mobile Sales and industry relevance
Industry
Relevance
Example Companies
Insurance Intermediary B2B
Improved interaction and control with intermediaries: full scope of
Mobile Sales functionality is relevant
Reaal, ACHMEA, Aegon, NN, ING,
Meeus
Insurance Intermediary B2C
Mobile sales can be used by insurance company to provide added
value for Intermediaries: almost full scope of functionality is relevant
All larger Insurance intermediaries
B2B Banking
SMB Bankers benefit from Analytics, Dialogue builder, Advice tool,
Product configurator, Customer Profiling and Contract Mgt
All banks
Private Banking
Main benefit is in Engaging interactions (Dialogue Builder, Advice
Tool) and somewhat in Analytics
Van Lanschot, Deutsche Bank
Electronics & High Tech
Full scope of Mobile Sales functionality is relevant: specifically product Siemens, Philips, Cisco, ASML, FEI
configurator
Company
Telecom B2B
Mainly for SMB: full scope of Mobile Sales functionality is relevant, for KPN, UPC, Belgacom, Telenet,
LE relevance for Engaging interactions
ZIGGO, Vodafone
FMCG Food & beverage
Full scope of Mobile Sales functionality is relevant
© 2012 BearingPoint
Heineken, Friesland Campina,
Refresco, Nestle, Douwe Egberts,
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Mobile Sales and industry relevance
Industry
Life & material sciences
Relevance
Full scope of Mobile Sales functionality is relevant: specifically
Analytics, Dialogue Builder, Advice Tool, Product Info, Campaigns,
Activity Management
Example Companies
Novartis, DSM, GSK,
Chemicals
Full scope of Mobile Sales functionality is relevant: specifically
Analytics, Dialogue Builder, Advice Tool, Product Info, Campaigns,
Activity Management
Bayer, BASF, Celanese, Ciba,
Degussa, AkzoNobel
Utilities
Main relevance for Engaging Interactions
NUON, Delta, Essent
Industry & Manufacturing
Full scope of Mobile Sales functionality is relevant: specifically
Analytics, Dialogue Builder, Advice Tool, Product Info and Proposal
Generator, Activity and Contract Management
Corus, CRH
Food industry
Full scope of Mobile Sales functionality is relevant: specifically
Analytics, Dialogue Builder, Advice Tool, Product Info and Proposal
Generator, Activity and Contract Management
Numico, Refresco
Automotive
Main relevance for Engaging Interactions
PON, Kroymans, OEMs: Louwman &
Parquis, Peugot,
© 2012 BearingPoint
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Proposed Agenda for Round Table
TIME
TOPIC
Lead
OBJECTIVES
TBD
1. Introduction/ Welcome
BE
Objectives, rationale, participants
TBD
2. The world of Apple
Apple
TBD: the world of Apple and relation with Sales. E.g.
case study of Apple devices and technology in sales
execution
TBD
3. Mobile Sales Business
Transformations
BE
World of mobile sales: BE Vision
Mobile sales organizational transformation
4. Mobile Sales Technical
Implementations
Xaton
TBD Mobile Sales: Technical implications
Mobile Sales APPS: trends, opportunities and challenges
© 2012 BearingPoint
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To get there...
…Together.
Sales on the Move
© 2012
BearingPoint
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