This article gives us an insight on impact on organization using tools like WhatsApp for sales process.
Jugaad – It is an Indian word for an approach where one knowingly chooses an option that tends to solve a problem without it being the appropriate or actual solution.
Sales is the most fundamental process in a business. Simply put: if you have sales, you have a business. In spite of the importance of sales in the success of a business, it is often seen that businesses do “jugaad” and cut corners when implementing their sales process. One outcome of this is that businesses fail to scale and grow due to ad-hocism and cost cutting in the planning and design of the sales process.
In order for any business to scale and grow it is necessary to identify and document the steps that are required to achieve predefined goals. These steps become the roadmap that team members must follow to reach their goal in the most effective way. When a roadmap is further refined over time, it becomes an established process. This is true for all business processes and is particularly true for sales.
Even when the advantages of adopting a process oriented approach are obvious, why do businesses fall into the trap of ad-hocism? Why do businesses take legal risks, financial risks and scalability risks by using streaming media tools like WhatsApp to close a sales opportunity?
Businesses usually incorporate Jugaad mindset while selecting tools to implement business processes with the dent in mind caused due to common myths
Myth 1 – Business processes are meant for larger organizations only.
Myth 2 – Implementing business processes in a small team is an over kill of time and money
Myth 3 – Automating sales processes (or any business process in that matter) with technology is a costly affair.
This is the kind of thinking that restrict businesses to grow.
When we are driven by Jugaad the businesses succumb to free tools like WhatsApp to run business processes like sales
You may like to read – Why small team needs sales processes
You may like to read – How to benefit from sales automation
New will always disrupt old.
Good will always disrupt bad.
When we take the first step to abandon the random practices of sales with streamline processes – it is a mark of progress. A progress that is the outcome of a change.
WhatsApp being a common tool for messaging, has been a convenient choice for sales team to communicate. We keep telling ourselves how our customers are hooked to WhatsApp and hence is a logical choice to use it. This is perfect when it is just meant for communication. But that is no way the substitute to a step laid in the sale process.
How does sales process driven by tools like WhatsApp look like?
There are many other steps like accounting, invoicing request, stock auditing etc. We have just taken the common few to address what it is like having WhatsApp for sales process.
Wouldn’t it be good to have your office in your living room? You will save money and will be truly convenient for you. All your family and business matters will be at one place. And best of all, you can choose to manage them both at the same time. You even neutralize a lot of common expenses.
If this is so why don’t you find most of the organizations, even with small sales team, following this approach? You would have many logical replies to this.
Look at it closely and you could find the above situation similar to choosing a free tool over a business application.
WhatsApp does have end to end encryption of data but it is useless if someone else has the device. He can peep into any chat in WhatsApp.
Businesses loses the ability to work at full potential when they fail to collect business data. As rightly said – You can only improve things that you can measure. The kind of data mobility technology can provide is amazing. Using free tools like WhatsApp is like choosing to underperform.
When this happens we not only add redundant work but also unconsciously say yes to a lot of non-productive activities
Does it help you visualize how cutting corners in not having a proper sales process actually costs the business!
Free tools like WhatsApp does not let us customise anything. They do not have API for integrating with your business software. This is an important ingredient that a non-business tool would miss.
So what does it look like for a company who follows a proper business tool for implementing their sales –
Does that sound like a progressive organization? Surely it does.
Businesses invest time and money to ingrain these processes and develop systems that employees can follow. They use technology to develop them. These systems not only smoothen up the operation but also reduces redundancies.
It is truly not difficult to understand the importance of having a proper tool for business sales. Else there is no harm in having your office, inventory and family all in the living room.
In this article we would look into how to use mobile technology to manage distributed sales force for your organization.
This question may be very critical to answer and may end up turning into a manual if answered in detail. Though a general and an over simplified reply would be complying processes.
A small team of distributed field force can be managed over phone with manual reporting. Having a mandatory process that needs complying may seem an over kill. But that’s not true if you look from a business point of view. And we will explain now why we feel so.
Being the business owner or the sales head, the primary responsibility is to scale up. This approach keeps an organization in a constant growth path. One needs to be aware of the day to day processes. But being completely involved in it may keep you stranded in operations and hence losing the focus on growth.
This is where a process falls perfectly well. Today’s mobile technology is completely capable to implement a compliance process. Your on-field team needs to follow the process to complete a job in hand.
One of the challenges that a business with a small team may face is training. Thankfully the penetration of smart phones have been such that one is completely aware of the basic functionality of such devices. Such is the scenario that one is more comfortable operating a smart phone than a laptop. So the training is now restricted to only understanding the process and the way to use the mobile phone application to put that process into action.
For a large team, a field force automation is very important and very logical to understand. We have seen almost all organizations with big sales team works with a CRM. And that’s all what they have in the name of automation of sales.
We need to understand the process at one level is meant to add efficiency to the work being done. Process must be such that it accomplishes the work in hand and generates data for insight. The process is not fine-tuned if it slows the overall work in the name of data collection. The contemporary CRM adds a lot of clerical job for sales people. The sales people have to do a lot of data entry. This in-turn impacts their over-all sales time.
Mobile technology is quite an enabler when it comes to managing a distributed field force network of an organization. Big or small the impact of technology is significant.
We will be explaining how a simple thing like automating “attendance” into a compliance process for field force can impact your growth in business.
We would like to know your sales challenges. In case you want to know how our mobile solution can help you in managing your field force just drop your contact below and we will call you back.
ForcePower Infotech Pvt. Ltd.
A307, Deluxe Centre
157c Lenin Sarani
Kolkata - 700013