ST. PAUL, MINN. U.S. –FEBRUARY 26, 2019 – Design Center just announced a client project for a mobile sales app that spec reps and sales reps find indispensable. The sales enablement platform supports a more strategic sales process, is flexible enough to be useful throughout the sales reps’ day. It supports everything from servicing a sample request to delivering a lunch and learn to sharing the latest online configuration tools with a client.
The app was developed for a client that designs, produces and sells architectural finishes through a distributed network of sales and spec reps to schools, hotels, healthcare facilities, construction companies and architectural firms.
The app needed to incorporate the loftier strategic goals of the client’s executive team while keeping up with the consistent demands of a typical sales rep’s day. This included everything from:
The executive team’s goals of building a more strategic sales force, created an onerous burden on the sales reps because they also had to respond to their prospects’ demands during interactions in real time.
Design Center Marketing Director Chris Cornejo explained, “When we started this project, the client’s idea was to create assets for the sales team that would make them more strategic in their selling. The client wanted the sales team out there having conversations with their prospects. But during our discovery process we found that sales reps weren’t being more strategic because they just didn’t have the time. Our goal then became to give them the tools to efficiently react to their clientsto open up the time to be more strategic.”
The app is designed to deliver a seamless stream of relevant product suggestions with just a tap or two, enabling both sales and spec reps to offer best fit suggestions without interfering with the momentum of the conversation.
Design Center’s solution operates on two devices; a tablet for compelling visual sales presentations and a phone for more functional, responsive tasks. Key components include:
The ultimate key to success was aligning larger strategic objectives with the realities of the reps’ days by increasing the effectiveness of demand-generation activities; making each presentation a compelling, segment- specific, application-specific story that can instantly pivot; empowering reps to speak to multiple industries and segments, tell multiple stories, and address concerns of multiple influencers; and easily present what’s new and tie it into larger strategies.
Design Center President Ken Haus said, “Our objective was to ensure that we created a powerful, easy- to-use app that would be continuously used by all stakeholders; while at the same time accomplishing the larger goals of the organization and closing more sales. We were able to deliver that and more.”