Mobile sales enablement is a systematic approach to helping

sales representative Sales are activities related to selling or the number of goods sold in a given targeted time period. The delivery of a service for a cost is also considered a sale. The seller, or the provider of the goods or services, completes a sale in r ...

s prepare for in-person prospect interactions, engage effectively with their audience using

mobile devices A mobile device (or handheld computer) is a computer small enough to hold and operate in the hand. Mobile devices typically have a flat LCD or OLED screen, a touchscreen interface, and digital or physical buttons. They may also have a physical ...

, and close deals faster. Mobile sales enablement is part of the larger sales enablement process. There are many ways that organizations use mobile devices to functionally enhance the sales process. Behaviors completed on a mobile device may include but are not limited to the use of specialized applications, distribution of dynamic content, mobile email tactics or messaging such as

push notifications Push technology or server push is a style of Internet-based communication where the request for a given transaction is initiated by the publisher or central server. It is contrasted with pull/get, where the request for the transmission of informa ...

, etc.

Origin

Mobile sales enablement is an extension of the long-standing sales enablement strategy. IDC defines sales enablement as: “Getting the right information into the hands of the right seller at the right time and place, and in the right format, to move a sales opportunity forward” When the first

iPad The iPad is a brand of iOS and iPadOS-based tablet computers that are developed by Apple Inc., Apple Inc. The iPad was conceived before the related iPhone but the iPhone was developed and released first. Speculation about the development, ...

was released, some entrepreneurs took the opportunity to develop mobile apps that enabled salesmen to sell everywhere. These were initiated out of costly custom agency builds that were difficult to maintain. As technology progressed, standardized apps were developed. Some apps focus on content distribution others are focused on more transactional functions. The definition does not, and should not, define the strategies, tactics, or technologies used to accomplish it. It is a vendor-neutral approach that focuses upon the alignment of sales with marketing, customer success, finance, and product organizations.

Devices

Mobile sales enablement can be applied to all

. This often includes tablets and smartphones. However; the downside of smartphones is the smaller screen size, in comparison with a tablet which has a larger screen for sharing presentations or materials to an audience. Good apps will tailor the benefits of the solution to the specific selling behavior for the devices.{{cn, date=September 2021

References

Sales Communication Mobile sales enablement systems