Mobile CRM: benefits and tools to support your sales force
As the mobile version of CRM software, a mobile CRM application is a driver of agility in customer relationship management. Involving the synchronization of customer data between mobile terminals and the company's global CRM platform, it offers real competitive advantages: real-time customer follow-up, alert management of sales opportunities, etc.
As a result, mobile CRM boosts the sales efficiency of field teams, and thus sales.
Would you like to benefit from the advantages described above to boost the efficiency of your sales force?
Discover all the benefits of mobile CRM, our selection of mobile CRM solutions and a complementary field application, then choose the one best suited to your company's needs.
Mobile CRM: definition
Before explaining the benefits of mobile CRM, we need to give you a precise definition.
CRM...
CRM (acronym for customer relationship management) is a strategy and a set of processes designed to optimize customer relations.
From this point of view, a CRM tool is defined as a device for managing this relationship with customers and prospects, using a multi-channel approach.
This is why marketing tools, particularly marketing automation, can be integrated into CRM software.
... mobile
Also known as M-CRM, mobile CRM is the set of applications and tools developed for a mobile terminal (tablet or smartphone) and designed to manage CRM activities.
This focus on mobile devices implies specific functionalities and ergonomics, taking into account, for example, the use of SMS or the responsive nature of the interface.
Benefits of mobile CRM
Mobile on the rise
Today, Internet use on smartphones has become increasingly widespread. In fact, by 2019, 75% of French people will be mobile users. What's more, 88% of French people use the mobile internet every day, and this figure is rising all the time (source: francenum.gouv.fr).
The use of cell phones to manage CRM actions is therefore in line with this trend. It provides users with a tool offering them the opportunity to navigate from mobile to desktop, depending on their needs and context (most mobile CRMs are applications associated with the main software).
Team mobility
M-CRM has a major advantage, especially for sales teams: it enables them to work in mobile situations.
Whether they're in a hotel, on a train or waiting for an appointment, mobile CRM enables teams to access customer and company data from anywhere. What's more, most applications work offline.
What's more, most applications work offline, providing teams with features useful in mobile situations. These include
- the collaborative personal agenda: wherever they are, mobile employees can easily organize their appointments and their day, in line with company needs;
- click-to-call function: often integrated into appointment management, this saves precious time when a customer or prospect needs to be contacted.
Result: optimized working time.
Real-time actions
Another advantage: thanks to mobile CRM, information is up to date and available at the speed of a click. Teams can consult all CRM data in real time, enabling them to respond more reactively to customer needs.
Sales staff, meanwhile, secure additional sales opportunities by prioritizing their actions more intelligently when out in the field. At the same time, they promote better customer follow-up through rapid transmission of key information to sedentary teams.
Customer satisfaction
The success of a CRM strategy depends to a large extent on optimizing the customer experience. And customers are becoming increasingly sensitive to the speed with which their requirements are met.
Thanks to the responsiveness and flexibility of mobile CRM, customers can easily receive the information and services they require. Sales staff are better able to propose products that meet their needs (and the company's profit). At the same time, any problems encountered by customers are passed on in real time to the in-house support teams.
Geolocation
Because they're constantly visiting customers, sales reps don't always know the easiest way to get to their appointments.
Many mobile CRM applications offer a quick route planner based on Google Maps.
By entering a destination, the software can also suggest the various contacts nearby or on the route, as well as the most appropriate itinerary.
A geolocation-enabled mobile CRM enables sales reps to :
- bounce back more flexibly if an appointment runs shorter than planned, or if another is rescheduled at the last minute;
- cover their sector more effectively. Using queries, they segment the data according to their criteria. In this way, dots - or push pins - appear on the map in distinct colors: a color to distinguish hot prospects from current customers, or a symbol to represent the time elapsed since the last contact was made.
Profitability for the company
Finally, by enabling employees to work on their mobiles, the company can be sure of "losing" fewer working hours.
67% of companies report productivity gains thanks to the use of mobile devices.
cegid.com
As we have seen, remote connection means that teams on the move can continue to work, even in transit between appointments. This productivity gain, combined with increased customer satisfaction, is a valuable asset for your company's profitability, and therefore sales.
Seduced by the many advantages of M-CRM and the business opportunities it opens up?
Find the mobile CRM application that will serve your business ambitions from the following selection.
Comparison of mobile CRM solutions
Choosing a free mobile CRM
Before taking the plunge, perhaps you should consider free mobile CRM solutions?
The good news is that such tools do exist, although their free availability implies a limit in terms of functionality and/or number of users. Zoho CRM, for example, offers a free version for up to three users.
Alternatively, companies looking for a free mobile CRM can turn to open source CRMs, such as Crème CRM, a free and comprehensive software package developed in Marseille.
Finally, please note that you can try out the M-CRMs listed in the following comparison free of charge.
Divalto weavy
Divalto weavy is a CRM offering all the tools needed for complete customer relationship management, from prospecting to after-sales service, even on the move. Its leitmotiv: give sales people back the time to sell and reduce time-consuming tasks.
Some of the advantages of Divalto weavy :
- the tool connects to all ERP systems on the market, enabling sales KPIs to be tracked for 360° sales management;
- provides mobile access to all essential data (customer files, order history, inventory, catalogs, etc.);
- it enables you to take orders, produce visit reports and sales action plans in the field, and sign electronically.
For whom: SMEs and ETIs, with 15 or more users.
Demonstration on request.
divalto weavy
Kizeo Forms
A mobile application that complements your CRM, Kizeo Forms is a practical solution for creating all kinds of customized forms, especially for customer visit reports. Thanks to its API, you can transfer all information collected in the field to your CRM.
Some of the benefits of Kizeo Forms :
- drag-and-drop creation of customized contact sheets, reports and minutes, with definition of mandatory fields;
- collect rich and varied information thanks to geolocation and the possibility of adding files such as photos;
- easy data entry and feedback, with an application designed for users in the field.
Who it's for: any company with field operations.
Free 15-day trial.
Kizeo Forms
Lead CRM Vocal
Suitable for both B to B and B to C, the mobile version of Lead CRM Vocal focuses on sales and prospecting. As a result, it only offers functions that are useful in this respect, so that sales forces can concentrate on their core missions.
Some advantages of Lead Crm Vocal:
- the tool's voice recognition enables sales reps to write reports more easily when leaving the customer's premises;
- Google Maps itinerary is displayed with a simple click to take you to the prospect's or customer's address;
- live sharing of information and comments with other users saves time when prospecting.
Who: freelancers and small businesses.
Free trial for one year, limited to 500 contact records and 50 actions.
Oryanoo CRM
Oryanoo CRM is a tool dedicated to customer relations and sales force efficiency, particularly suited to multi-site and international companies. It enables the management of sales and marketing actions, and offers teams a collaborative environment thanks to a forum and document sharing.
Some of the advantages of Oryanoo CRM :
- very broad functional coverage, including inventory, customer support and financial management, at an affordable price ;
- it is directly connected to a Web Map Services (WMS) editor, enabling you to export and render both itineraries and useful information: contact details, contact sheets, etc. ;
- it includes calendar sharing, a useful gateway for optimizing your own actions and adapting them to those of your colleagues.
For whom: for large organizations with several entities.
Free 30-day trial.
Oryanoo CRM
Pipedrive
Pipedrive, the sales and sales pipeline CRM, offers a mobile version. This enables sales reps to track and develop their opportunities wherever they are.
A few advantages of Pipedrive:
- integration with numerous mobile applications (Google and Microsoft calendars, Slack, Asana, etc.) optimizes team work;
- the ergonomic interface prioritizes activities and messages, making it easy to organize work time on the move;
- the "Nearby" function displays the nearest contacts, enabling sales reps to seize business opportunities by arranging spontaneous meetings.
For whom: for all types of companies.
14-day free trial.
Pipedrive
Salesforce
The Salesforce solution set is a powerful CRM with features such as contact management, sales opportunities and mass emailing. Take advantage on the move with the mobile application.
Some of the advantages of Salesforce :
- employees on the move can manage their business thanks to access to all types of dashboards (customer service, marketing, sales, etc.);
- the tool offers a high degree of customization: you can add your own business applications, personalized actions or even Salesforce AppExchange applications;
- the ability to open, modify and share Office documents from the mobile application.
For whom: for all types of business.
Free 30-day trial.
Yuto
Yuto is a mobile, connected CRM tailored to the needs of salespeople. Among other features, it includes quotation, order-taking and sales call reporting functionalities.
Some of Yuto's advantages:
- the tool adapts to the time constraints of sales reps when prospecting, thanks, for example, to order-taking in less than two minutes or voice note-taking;
- Yuto interfaces with sales management and replicates an ERP (Enterprise Resource Planning) environment;
- the application proactively solicits information from your sales force, leaving them to concentrate on their higher value-added tasks.
For whom: SMEs.
14-day free trial.
Yuto
Zoho CRM
Zoho CRM is part of a complete software suite (professional e-mail, office tools, etc.). Available in a mobile version, it supports teams in managing prospects and offers in the sales pipeline.
Some of the benefits of Zoho CRM:
- Zia, the artificial intelligence solution, supports mobile teams: appointment details, transaction status changes, customer calls, adding notes, etc. ... ;
- the Flux module keeps everyone in the company informed in real time of the progress of all employees;
- Zoho's CRM application is easy and intuitive to use, and can be customized to give sales staff the clearest possible overview of the tasks ahead.
For whom: for all types of companies.
14-day free trial. As mentioned above, you can also test the free edition for up to three users.
Zoho CRM
Manage your sales activity on the move
Proximity, efficiency and competitiveness: your mobile teams have to meet this daily challenge to attract new customers and continue to satisfy existing ones.
In this context, it's essential to unite all your sales forces around a common tool capable of delivering the best service. And mobile CRM serves this ambition by enabling you to anticipate opportunities and draw on relevant information instantly.
As the range of M-CRM products is quite extensive, it's up to you to choose the tool best suited to the size of your company and your budget. Of course, your business needs also come into the equation: ERP functionalities, integration with other applications, marketing needs, focus on prospecting... there's a mobile CRM for every business objective and strategy!
What's yours? Share your experience with us in the comments.
Article translated from French