Sales on the Move Niels van der Putten September 2012

1. Sales on the Move Niels van der Putten September 2012

2. 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

3. 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 SalesManager ‘Your visit frequency is too low. Step up on your visits’ Commercial Analytics ‘We found a new segment. Can you develop it?’ MarketingManager ‘You need to get more exposure for this campaign’ ProductManagers ‘Tell you customers about this new feature!’ Customer Customer Services ‘Your customer has called a lot with issues lately’. Can you check?’ Sales Rep Sales Reps ‘Can you fill in for me? I am home sick’

4. 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 Orderintake Campaigns Quotas Previousvisits Issues &questions Productintros Analytics Eventinvitations Surveys Advice Proposals Contracts

5. 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 Actionable Analytics Engaging Interactions Sales Enablement 1 2 3 • On the road analytics • Driving sales activities • Providing focus on optimal results • Trend analysis keeps rep on long term targets • Interactive customer dialogues • Multi-media marketing collaterals • Easy product configurators and proposal generators • Automatic sales visit admin • Visual route & visit planning • Tailored interactive training modules • Chat functions for corporate social communities • Easy sharing of documents ‘What should I do?’ ‘How can I engage my customer?’ ‘What can I do more?’

6. Scope of key functionality Mobile Sales Actionable Analytics Engaging Interactions Sales Enablement 1 2 3 Dialogue Builder Sales Quota Analysis Customer Profiling Advice Tool Contract Management • Lead Opportunity Management Campaign Management Activity Management Prospecting Analytics Product Configurator & Proposal Generator Training Micro Segment Whitespace Analytics Collaboration Cross-functional Service

7. Actionable Analytics: Sales force steer themselves to the optimum result 1 • 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 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!” • “Two of my open opportunities have not changed for over a week?!” • “I need to focus more on following up my leads to keep a healthy pipeline”

8. Engaging Interactions: Sales force have access to the relevant tools to engage their customer 2 • 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 ‘This gives me an easy, interactive and attractive support before, during and after a customer visit!’

9. Sales Enablement: make the most of a day in the field 3 • 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 - EXAMPLES - Route & visit planning 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 ‘What is there to know about my customer?’ ‘Many apps from the app store are easy to use to my advantage ’

10. 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

11. Mobile Sales RoundTable

12. Mobile Sales and industry relevance

13. Mobile Sales and industry relevance

14. Proposed Agenda for Round Table

15. To get there... …Together.