This White Paper is about sales mobility, mobile devices, and sales effectiveness on the iPad and other tablet computers.

1. Intelligent
Automation for
Sales Mobility
WHITE PAPER

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IMPACT OF MOBILITY INTHE
SALES ORGANIZATION
In November 2010, research Analyst Aberdeen Group
surveyed over 200 companies who provided sales mobility
support for their sales teams and concluded that sales
organizations that it deemed‘Best-in-Class’reported 65%
quota achievement compared with 54% for average
performers and 22% for laggard performers.Year-over-year
customer retention rates increased 5.2% for Best-in-Class
companies, increased 0.7% for average performers and
actually decreased 2.8% for laggards. In addition, year-over-
year sales lead conversion rates increased 3.3% for Best-in-
Class sales organizations, versus a 0.2% increase for average
and a 3.8% decrease for laggard organizations.1
How were the Best-in-Class able to out-perform the other
groups and how does this relate to the adoption of sales
mobility practices? By taking a more developed approach
to sales mobility that extended beyond basic access to the
Intelligent Automation for Sales Mobility
INTRODUCTION
ThisWhite Paper is about sales mobility, mobile
devices, and sales effectiveness on the iPad and other
tablet computers.
We will profile sales mobility in the sales organization
and look at the latest statistics behind the
extraordinary growth of tablet sales in late 2011.
We will outline the business benefits to intelligently
enabling today’s sales managers and reps for sales
mobility beyond their smart phone. Finally, we will pull
this together by showcasing how Dealmaker®, the sales
performance automation solution fromTheTAS Group,
can make the tablet-equipped sales professional more
successful with its iPad-friendly functionality.
As with any of ourWhite Papers, there will be a
big variance in the seniority and experience of
the readership.ThisWhite Paper aims to provide
something for the complete range of requirements,
but if you want to dig deeper or move wider, we urge
you to get in touch with us individually.You can do this
via email to: info@thetasgroup.com.
Internet and corporate information from mobile devices, and
into the realm of inputting data, updating in real-time and
collaboration, these forward-thinking organizations were able
to empower their sales teams with the tools, processes and
insights to achieve higher levels of performance.
To quote Aberdeen: “Survey results show that the firms
enjoying Best-in-Class performance share several common
characteristics, including:
• 87% enable synchronization of calendars, contacts,
events and/or tasks
• 78% support remote viewing and modification of
key CRM sales information (accounts, contacts, leads,
opportunities, forecast)
• 58% provide instant messaging or chat on mobile
devices”1
1
Source:AberdeenGroup,SalesMobility–QuotasUntethered,November2010

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At a macro level, the growth of tablets looks set to continue.
According to global market research firmThe NPD Group,
tablet shipments are set to increase from 72.7 million in 2011
to 383.3 million by 2017.3
THE BENEFITS OF INTELLIGENT,
MOBILE SALES PERFORMANCE
AUTOMATION
What is fuelling the upsurge in tablets in business? The
benefits of a truly mobile – and truly empowered while
mobile – sales force can be grouped into six abstract nouns:
productivity, consistency, responsiveness, collaboration,
access, and profitability.
1. Productivity.
Perhaps the most obvious benefit you would draw,
productivity is a function of the leveraging mechanism
of modern communications. Connection speeds and
bandwidth continue to increase, allowing remote sales
people to perform the same processing and computing tasks
on the road as they do from their office.
Does business still get done on the golf course? It’s probably
the one area where it’s considered inappropriate to remain
connected to the grid. The enhanced availability of wireless
broadband has made it much easier for people to remain
connected to the enterprise and their customers, and made
the other traditional hubs of business – coffee shops, hotels,
airports and the like – even more attractive meeting areas.
In addition, many sales organizations allow – and in fact
prefer – their sales people to be based remotely, closer to
their region and working from a home office as well as on the
road. It follows, then, that the more time people have to do
the work that they would do wired to an office computer, the
more productive they are, and the more productive they are,
they more success they enjoy.
These results indicate sales performance success across the
spectrum of sales mobility adoption, and highlight how
Best-in-Class organizations deploy sales mobility to a greater
degree. The differences between the Best-in-Class and the
18% of survey respondents who did not deploy any sales
mobility initiatives were, as you might imagine, even more
pronounced. What is more important to realize is that the
report pre-dates the enormous growth of mobile devices
enjoyed by their providers throughout 2011. This cross-
over of the mobile-social-local triumvirate from consumer
to business has been fuelled in part by a rapidly increasing
acceptance of mobile business during the course of the year,
and has been aided by the evangelizing and championing
efforts of businesses such as salesforce.com.
THETABLET MARKET IN Q4 2011
Smart phones, combining voice, data and image functions,
continued to increase their penetration in the sales arena in
2011. As a more mature medium, however, their growth rate
is dwarfed by the sharp growth curve of the new kid on the
block, the tablet, which effectively combines the portability
of the smart phone with the computing power and user
experience of the laptop computer. Nowhere is this more
apparent that in the sales figures of Apple Inc.
The tablet market is moving so quickly that it seems almost
pointless to look at market figures for more than a quarter
in the past. What is clear is that Apple is no longer merely a
computer company. In Q1 of its 2012 financial year, which
equates to calendar Q4 2011, 53% of the company’s revenues
came from the iPhone. During the same period, Apple sold
15.4m iPad tablets, which was double what it sold in the same
quarter a year before. And while the market share of the iPad
compared to all tablet sales in Q4 dropped around 10% to
58%, the killer statistic in the context of thisWhite Paper is
that according to enterprise mobile vendor GoodTechnology,
it luxuriates in a 96% (sic) market share of the enterprise tablet
market.2
2
Source:http://www.bgr.com/2012/01/27/ipad-owns-96-of-enterprise-market-and-iphone-share-climbs-to-53-study-finds/
3
Source:http://techcrunch.com/2012/01/30/tablet-shipments-to-reach-383-3-million-by-2017-46-in-emerging-markets/

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The advantage of the mobile context is that sales people
can collaborate in real time with their customers and truly
maximize the value of‘face time’for both parties. The
Dealmaker application, for example, contains mapping
resources that enable sales organizations to explore, validate,
adjust and confirm their research into challenges and possible
solutions with the customer at both an individual opportunity
and an account strategy level.
5. Access.
The screen size and usability limitations of smart phones
disappear with the introduction of the tablet computer, with
no loss of portability. The tablet replaces the need for the
mouse or track pad with a screen that supports a full range
of finger gesture-based commands. Furthermore, if you can
demonstrate your product or services from your tablet, this
sends the right message of professionalism to your customer,
but also proves to them that they too can access your product
or service using similar devices.
The Aberdeen study into sales mobility found that those
organizations that equipped their staff with sales mobility
devices, and the sales people that were more empowered for
sales mobility, were the most successful.
6. Profitability.
Put all of these factors together and it is clear that making it
possible for sales people to work in a genuinely 2-way fashion,
anytime anywhere, makes companies more successful, more
profitable, and quicker to see a return on their investment into
their sales organization. While it’s impossible and completely
unreasonable to expect the sales force to work 24*7, sales
mobility makes it possible for them, if they so wish, to increase
their productive time to 16*5, or to whatever suits them.
2. Consistency.
From a managerial aspect, seeing a sustained return on the
investment in a sales effectiveness initiative, or in the sales
organization generally, is all about consistency. Standardizing
on terminology, process, methodology, workflow, in fact
all the components of selling best practice, is the key
to improving sales performance. Making sure that that
consistency extends to travel time, and most importantly
in customer and prospect interactions, is a major driver for
mobilizing the sales force with technology that allows them
to do everything they would want to do at the office.
Integrating sales process and methodology into CRM systems
is proven to increase the use of CRM systems, and ultimately
increase sales effectiveness. Being able to access and interact
with hosted CRM systems anytime, anywhere further drives
the adoption and use of such systems.
3. Responsiveness.
When the mobile and technologically empowered sales
person has access to all the answers literally at their fingertips,
they can respond so much more quickly to customer issues
and questions that arise either while they’re on the road,
or directly in the meeting. In the Aberdeen study we cited
above,‘growing expectations or demands of customers’was
the second largest business pressure driving the adoption of
sales mobility initiatives.
Being able to respond quickly to a customer in a multi-
channel capacity speaks volumes to the customer about how
the sales organization conducts itself, and how the customer
service organization will conduct itself when the business is
won and the project is live.
4. Collaboration.
The tablet allows the sales person to fully interact with their
device, their opportunity or account plan, their employer,
and of course their customer. Organizations that sell smarter
work together with their customers on the challenges that are
preventing them from achieving their business goals, and on
the solutions to uniquely address those challenges.

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The online video learning in theVirtual Learning System is
now iPad-friendly and no longer requires Flash®. If the sales
person needs refreshing on some key part of the playbook,
for example, while they wait in the lobby of their customer’s
office, they can view it instantaneously, which gives them the
reminder and focus they need to make the meeting more
productive.
“When traveling all over the globe, mobility means the world
to me…”said Robert Janssen, Manager Professional Services
and MDS Sales, Ricoh International.“I never leave home
without my iPad. Being fully able to update myTAS plans on
the iPad, especially during long hours at airport, will make life
easier for me, as well at the hundreds of sales people within
our international network, which will lead in an even better
adoption of the methodology.”
In additional to empowering the‘road warrior’, for the mobile
sales manager and leader, the full range of Dealmaker
management screens is also accessible on the iPad, including
Forecast Analysis, and the Performance Coach screens of
Predictive Sales Analytics.
DEALMAKER INTHE
MOBILE SALESWORKPLACE
TheTAS Group helps sales professionals sell smarter and
manage better using Dealmaker intelligent software and
proven sales methodology. Dealmaker sales performance
automation software drives revenue growth for businesses
worldwide, including market leaders such as Xerox,
InternationalTurnkey Systems and Alcatel Lucent.
Dealmaker delivers real-time opportunity and account
management, intelligent deal coaching, accurate sales
forecasts, smart playbooks, self-paced learning, and predictive
analytics, resulting in measurable sales growth. According to
the Aberdeen Group, customers ofTheTAS Group realize 21
percent greater attainment of sales quotas.
Dealmaker supports greater sales mobility with touch-screen
capabilities for use on Apple iPad and other tablets. All
interactive selling tools, including Political Map, Strategy
Map, and Collaboration Map now support tap, swipe, pinch,
and other iPad gestures. This means that sales people can
follow their sales playbook, apply the methodology, receive
coaching, collaborate with their customers in real time, and
progress their opportunities on the move.

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Dealmaker on the iPad
Sales Process
Political Map
Coach Me
Forecast Analysis

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CONCLUSION
The most successful sales organizations are further
down the path to truly enabling their sales forces
for mobility than their less adoptive counterparts.
2011 was the year in which the technology to fully
empower the mobile sales person gained critical mass,
precipitated largely by the continued consolidation
of smart phones and extended by the explosion
of iPad penetration in the enterprise. The business
case and benefits for equipping the sales force
center on responsiveness, productivity and real-time
collaboration with customers. Dealmaker intelligent
applications enable mobile sales professionals to
sell smarter, and sales managers and leaders to
manage better, in a genuinely‘always on’, 24*7*365
environment.
For more information on intelligently guided sales
mobility,TheTAS Group, Dealmaker, or anything else
discussed in thisWhite Paper, please contact us at
info@thetasgroup.com.
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Account Planning
Virtual Learning

8. ABOUTTHETAS GROUP
TheTAS Group helps progressive sales organizations increase their sales velocity resulting in higher win rates, bigger
deals, shorter sales cycles, and more qualified deals in the pipeline. Our unique value is deep methodology embedded
within intelligent Dealmaker software, 100% native in Salesforce. Smart coaching, delivered just-in-time, improves
sales performance and accelerates sales results.We have changed the paradigm of improving sales effectiveness from
traditional sales training to delivering sales methodology and insights when and where the sales person is working a
sales opportunity.
For more information visit www.thetasgroup.com
Copyright ©TheTAS Group. All rights reserved.This briefing is for customer use only and no usage rights are conveyed. Nothing herein may be reproduced in any form without written permission ofTheTAS Group.