Smartphones for Sales Reps

[ConsultingNerd]

I'm working with a client who issued laptops to their sales force two years ago. They are looking for a recommendation on whether they should replace the laptops or provide handheld devices for the sales reps. I have been charged with the task of making this recommendation. I'm currently interviewing the sales reps and it sounds like the laptops are not being utilized in the field as much as management original thought they would be. I think a smartphone would serve the needs of the sales rep better. The reps need to keep contacts synced with the home office and have access to a company website for pre-sales info, client orders, etc... The reps all use cell phones as you would expect.

My question is this...do smartphones provide fast enough synchronization and web browsing capabilities to aid a sales rep in the field? I know this is a pretty subjective question (or at least the answers may be), but I would like to hear other's experience with this.

Thanks.

[ConsultingNerd]

I'm working with a client who issued laptops to their sales force two years ago. They are looking for a recommendation on whether they should replace the laptops or provide handheld devices for the sales reps. I have been charged with the task of making this recommendation. I'm currently interviewing the sales reps and it sounds like the laptops are not being utilized in the field as much as management original thought they would be. I think a smartphone would serve the needs of the sales rep better. The reps need to keep contacts synced with the home office and have access to a company website for pre-sales info, client orders, etc... The reps all use cell phones as you would expect.

My question is this...do smartphones provide fast enough synchronization and web browsing capabilities to aid a sales rep in the field? I know this is a pretty subjective question (or at least the answers may be), but I would like to hear other's experience with this.

Thanks.

[Mike Temporale]

Originally Posted by ConsultingNerd

My question is this...do smartphones provide fast enough synchronization and web browsing capabilities to aid a sales rep in the field? I know this is a pretty subjective question (or at least the answers may be), but I would like to hear other's experience with this.

Web browsing on any mobile device I've used is slow in comparision to networked machine. It's a different story if you compare that to a dialup connection.

As for Sync'ing mail over GPRS, I find it fairly decent. It's not a high-speed connection or anything, but it's only email, so it's not usually too bad.

[ConsultingNerd]

Originally Posted by Mike Temporale

Web browsing on any mobile device I've used is slow in comparision to networked machine. It's a different story if you compare that to a dialup connection.

The sales reps would usually only need to view company web-pages that provided information. Tha pages would be tied to a searchable database. The speed of the connection would play a role, but wouldn't the speed of the web server play a larger role?

For those devices with built in Wi-Fi like the Motorola MPx (I'm not a smartphone user, but this device could easily make me one ), would they be able to surf the web faster? I understand that the connection speed of the network they connect to would be a determining factor.

Have any comparisons been done to show "surfing speed"?

[Kris Kumar]

As Mike mentioned, I too find the email sync pretty okay. The ability to view attachments (DOC, PDF, PPT etc) using add-on software (often included with the phone, depending on the model) makes the device all the more useful at times.

Web browsing, following are the rough or average speeds.
GSM/GPRS phones (T-Mobile/AT&T) - 18Kbps to 25 Kbps
CDMA phones (Verizon) - 64Kbps or more (Peak speed is 144Kbps)

But I feel more than the speed, the content is the real issue. If your company web site has web pages designed for mobile devices, then browsing is fun, but otherwise scrolling up and down can be frustrating. If the web site is not mobile friendly, then can it be converted without losing functionality and ease of use?

The other factor to be considered is how tech savvy the end users are.
Also the user cannot expected to be able to enter too much data/text. Reading is fine, but input aspect needs to be considered.

Also Smartphones are phones first, data devices second. So if the end users need to use the phone features a lot more than data, then Smartphones are the best device. Especially the way Pocket Inbox, Contacts and Calendar works together. Sales rep would find it really easy to locate Contacts from the dialer app, or while looking at an Email, or what I like the best, when talking to a client, then can while on phone easily create appointment entry in the calendar. Or like using the one of the Map software, the sales rep can even locate their clients on the map!

All in all Smartphones are powerful when it comes to viewing data that is already on the phone. Web Surfing speeds vary, depends more on the web site (Web server speed doesn't contribute much improvement). One example of fast site, would be Google.com, it has a mobile friendly version, and no graphics, so the search shows up real fast and there is not much scrolling to be done either.

Alternatives,
- Pocket PC Phone Edition (bigger screen, better input options, overall more powerful, data first - phone second)
- Well I shouldn't be suggesting this one, coz I might be banned from this site ;-) Sony U50, But its expensive, has no phone, but is more portable than laptop, in case laptop's size is the reason why the sales rep don't use it too often.

I hope I don't sound confusing.

[Kris Kumar]

Originally Posted by ConsultingNerd

For those devices with built in Wi-Fi like the Motorola MPx (I'm not a Smartphone user, but this device could easily make me one ), would they be able to surf the web faster? I understand that the connection speed of the network they connect to would be a determining factor.

Have any comparisons been done to show "surfing speed"?

MPx when it becomes available will be one of the best devices for mobile enterprise users, like field agents, sales reps etc. It is a Pocket PC Phone Edition device, which is "phone and data device both" (at least it appears to be, till I get one and use one :-)) unlike Smartphones which are phone first and Pocket PC Phone Editions (which till MPx) are data first.

WiFi would enable the users to step in to Starbucks or Kinkos or other WiFi zones to quickly sync email and other data, or heavy duty surfing. Not to mention MPx has bigger screen than Smartphones and also keyboard.

I haven't come across WiFi surfing speeds on Pocket PCs. Even though WiFi offers 11Mbps, but I doubt if the Pocket PCs can make use of the complete bandwidth, because of its limited processor.

Otherwise when under the cell phone carrier's coverage area the surfing speed on MPx will be 18-25Kbps, because it is a GSM/GPRS phone.

[refnulf]

Sales force? Definitely go with replacing the laptops/notebooks. Smartphones, pocket pcs, tablets, etc. Don't come close to what a laptop/notebook can do. Sales people shouldn't have a problem carrying around a laptop/notebook. If size is a problem, then get a smaller laptop/notebook (sony vaio).

But if you're going to need some real power here, then smartphones and pocket pcs are definitely out of the question. Everything you do, you're gonna have to sync back with either a desktop or a laptop/notebook.

[lsbeller]

I am sure that you have already made your recomendation, but as an outside sales rep, I would definatley suggest a TabletPC. As a consultant, I would suggest offering them 2 choices:

1. Above the line: Tablet PC - does everything a laptop does but much more portable and therefore usable. I am already taking orders with mine including customer signatures. It can be administered and secured just like any other machine in the IT inventory.

2. Bottom line: Smart phone. Save money but limited input use. As has been said, these devices are more as an adjunct to an established computer system to be carried when you cannot carry your tablet/laptop but still want your PIM data or limited internet usage.

I personnally carry a tablet and a smartphone.