BYOD in the enterprise works—particularly for sales-oriented departments

February 3, 2012

There is no shortage of new tablets coming to market. 2011 marked a year where tablets skyrocketed in popularity, with IDC estimating that approximately 63.3 million tablets were sold worldwide. JP Morgan predicts that number will reach 72 million by the end of 2012.

With this steady adoption comes a spike in enterprise use of tablet devices for everyday computing, something many IT departments are not ready for.

The Bring Your Own Device (BYOD) trend has dominated media headlines during the past six months. It has also left enterprise IT staff seeking ways to balance greater productivity afforded by using personal mobile devices and the security concerns of introducing foreign devices into existing IT security protocols.

While much of the media fascination with BYOD has focused on securing these devices inside corporate networks (rightfully so), there’s a productivity angle that shouldn’t be ignored.

One function area in particular that has been positively affected by this growing trend is sales enablement. Sales people are mobile by nature and tablets have created a “real-time” information ecosystem. In fact, a recent study from Model Metrics suggests that 68% of organizations will deploy tablets in the field this year. This creates a “must have” situation for sales teams to stay competitive.

Tablets provide significant benefits when it comes to sales enablement and revenue generation. No longer does a sales rep have to wait a day or two to get an answer to a question from a prospect. Tablets deliver subject matter experts to a sales rep in a matter of seconds, which makes closing a deal on the spot easier than ever.

These devices also help sales enablement tools to go a step beyond the normal process by encouraging customer participation and deeper engagement in the sales process.

Let’s say you walk into a pharmaceutical company to sell them your service. Chances are, they are going to ask how you’ve serviced and benefited companies of their caliber in the past and how you stack up to your competitors on a feature-by-feature basis. A sales rep using a tablet can now easily access dynamic presentations, pose questions to colleagues (getting an immediate response) and pull up case studies and compelling videos to further illustrate the benefits.

Having these capabilities far outweighs the old ways of a static PowerPoint presentation and piles of leave-behind documents to read.

This is why the BYOD and mobile trend is so important. Users are fascinated by gadgets and devices but a comprehensive mobile strategy, combined with powerful applications that empower the sales team, will ultimately increase the execution of revenue generating initiatives.


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