Canvass Mobile App Maximizes Results for Reps and Managers
Brinks Home Security Authorized Dealers get real-time information and training when it counts the most – in the field
By Robert Ogle
In a perfect world, sales reps would go into the field each day with the freshest leads, latest information, and razor-sharp techniques. Managers would learn about potential issues or opportunities in real time, and quickly take corrective action or point their reps in the right direction.
That’s the world Brinks Home Security creates for its authorized dealers with a powerful mobile app called Canvass. It does double duty for enablement of sales and management, as well as being an on-the-spot training tool.
Reps can get lead information, set or track appointments, or get data that will help them while they’re cold-knocking. They can learn which neighborhoods can be the most productive, or what type of customer is likely to be in a given area. Canvass lets them map out the day to plan their routes, but also helps them adjust on the fly.
For managers, Canvass lets them see what’s going on in the field in real time. It tracks sales activity, including which neighborhoods are productive. It also shows how reps are performing – who’s selling or struggling, who needs corrective training to be more effective, or other aspects that can be improved immediately.
“We want our dealers to have real-time data and analytics to manage more effectively,” said Travis Miller, vice president of Sales and Dealer Development for Brinks Home Security. “That’s where Canvass gives them an advantage. They don’t have to be with their sales reps constantly or ask them for feedback to make the most of their time in the field.”
Canvass is also an excellent training tool, Miller said. It’s easy for reps or managers to create and upload brief videos that address different topics. One sales rep might offer tips about selling a specific type of package, while another rep may share a particular style of pitch that is working well.
The videos allow reps and managers from the Brinks Home Security dealer program to share their knowledge with other team members. It’s crowdsourcing of sales techniques from everyone on the team.
“We’re seeing how effective the sharing of training really is,” Miller said. “You don’t have to rely on any one person. It gives everybody a platform to shine.”
The ability of Canvass to log interactions in real time makes the training even more effective. The app uses unique SmartTraining technology that detects trends and suggests corrective videos that can be viewed while a rep is in the field, when it can make a huge difference. Reps can also call up videos on demand if they feel like they need a quick review.
“Traditionally, sales teams will meet once a day or once a week, and learn from their peers about how they’re being successful,” Miller said. “For companies in our dealer program, this technology allows reps to access that on a phone or iPad anytime they want, even if they’re in the middle of the territory.”
He noted that there’s also a benefit to Canvass that’s not as obvious, but just as important. It helps to reduce attrition among sales reps. That saves time and money spent on advertising, recruiting, onboarding and training.
“Recruiting isn’t necessarily that difficult,” Miller said. “It’s the development and retention of your reps. That’s where our dealers have found a lot of success with Canvass. You’re going to have higher retention because reps are going to find quicker success. They’re getting the right training, and they have the right technology that will let them sell more.
“It allows dealers to manage their reps and make sure that when they bring them on, they’re going to be quality guys who’ll stay on and perform successfully in the long run.”
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