Your sales team’s ability to close deals and nurture long-term client relationships is central to your organization’s success.

However, if your sales reps aren’t tied to a physical office, it can be hard to support them fully. The solution is to create a mobile-optimized sales force, ensuring your reps are equipped with all the tools, knowledge, and access they need to support clients and close deals outside the office.

Traditionally-trained sales teams are highly effective, but now that almost everything can be done online, it’s important to revisit core strategies and training to maximize effectiveness.

Mobile internet access makes closing deals easier

Training your reps to make use of the internet within their appointments will do wonders for closing more deals. However, they’ll get better results with a tablet compared to a smartphone. Just be sure to protect your tablets with a durable case, like the ones from i-Blason.

Here’s how a connected tablet can help your reps close more deals. In the past, sales reps selling television and internet services door-to-door could get a prospect interested in adding a particular channel to their package, but it took a lot of hard work.

Today, reps can pull out a tablet, open YouTube, and show the prospect a short video clip of a show that airs on that channel. This makes the experience more real for the prospect, and can help the sales rep close the deal easier.

No matter what industry you’re in, when your sales reps have access to the internet on a tablet, they can use all the visuals they need to help close the deal. If a client has a question, they can find the answer on your company’s website or search for it using Google. If objections arise that can be handled with a quick demonstration, they’ll do it on the spot.

Ultimately, equipping your sales reps with connected tablets can help them close more deals faster, while eliminating the back-and-forth that would otherwise take place through phone calls to colleagues and other reps.

Never assume that your sales team will do this on their own just because they have access to the internet on their phone. They need to be trained to use their phone or tablet to close deals, and that’s where the next point comes into play.

Train your team to use tools in a specific way

It’s not enough to give your sales reps access to a connected tablet and expect them to know how to use it to get better results. You’ll need to train them to think differently and creatively. Here are some examples of what you should include in your mobile sales team training:

• Where to find immediate answers to specific and common questions and requests.
• How to use your company’s on-the-spot proposal generator for quotes. If you don’t have this yet, it would be a huge support.
• How to access real-time inventory and pricing data that may not be available to the general public.
• Where to find product demo videos and pre-recorded sales videos.
• How to access case studies and client testimonials.
• How to capture electronic signatures from clients while in the field.
• What tools to use to optimize their routes.

Once you figure out the most effective way to make important information available, you can train your sales reps to access that information and give them ideas regarding how to use it all. Also, since there are always star reps who get extreme results compared to others, you can ask them to explain what they do and then incorporate their methods into your salesforce training program.

Your sales reps will make more meetings

If your sales reps already have a connected tablet issued to them, they’ll be more likely to show up for live video conferences and audio meetings. While sales reps don’t need to be included in all meetings, sometimes their presence is beneficial, but they won’t show up if they’re out working. A connected tablet will be a game-changer.

When your sales team is connected in the field with a tablet, you can call on them for their expertise when you or someone else is already meeting with a client or prospect. They can also use VoIP software on a tablet to make voice calls over the internet.

Transform sales rep performance with a focus on mobile

While most sales reps have had access to the internet in the field for over a decade, that doesn’t guarantee success. Teaching your sales team how to use their technology will help them close more deals and ultimately help you maintain a competitive advantage in your market.