In the pursuit of excellence, spring training encourages ballplayers to advance to the next level under the vigilant eye of coaches armed with digital devices that can track the speed, motion and response time for every split-second decision and action required to excel in the game of baseball.
Likewise, ISOs and merchant level salespeople (MLSs) need ready access to information and support every time they enter the playing field. In the game of payments, mobile is fast becoming the quintessential tool for delivery of important information not just for agents, but also for merchants on the receiving end eager to excel, as well.
It has been said that within the first five minutes of a sales call, the opportunity to help a merchant can proceed or recede with equal force. That is why, from the initial introduction, being equipped with the right content at the right moment in the sales cycle can have a dramatic impact on the final outcome.
Just as an integrated system can bridge multiple channels for merchants, an integrated mobile platform can do the same for ISOs and MLSs. "Sales enablement directly influences the quality of customer interactions," stated Scott Gruher of Sales Benchmark Index in a blog post. "Sales enablement is no longer just a content production and training function. Sales enablement is leading the mobile movement and improving sales interactions."
Merchants today are well educated and have a better understanding of what is needed to update antiquated systems before anyone even approaches them. Equipped with answers at their fingertips, ISOs and MLSs can interact much more effectively. But to stay on target, content must be continually refreshed to reflect changing industry trends and company offerings.
Gruher recommends several steps sales teams can implement now, as follows:
As technology evolves within individual organizations, more complex tracking systems and user metrics can be deployed that focus on repeating successful tactics to achieve greater market share in segments targeted.
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