SOURCE: Aberdeen Group

Aberdeen Group

December 09, 2010 11:00 ET

Sales Mobility

Improving Sales Effectiveness Through a Mobile Sales Team

BOSTON, MA--(Marketwire - December 9, 2010) - Whether a bandwidth-challenged rep needs to look up key customer data in those precious few minutes before a meeting begins; or if during a discussion they want to support a selling/servicing conversation in a timely manner with accurate data accessed via their mobile device; or perhaps in a post-meeting rush the placement of an order will benefit both month-end quota attainment and customer satisfaction; the ability to work in an "anytime, anywhere" fashion around account-specific data can increase overall sales effectiveness, according to a new research study on sales training published by Aberdeen Group, a Harte-Hanks Company (NYSE: HHS).

"Sales Mobility: Quotas Untethered," which examined 269 organizations' sales effectiveness, found that 65% of sales reps in top-performing companies currently achieve their annual quota, compared to 42% for sales teams in other companies.

"While current cultural and business trends are not inexorably moving all knowledge workers into an 'anywhere, anytime' working mindset, the fact remains that the most mobile among us -- sales professionals -- have been on the road since long before cell phones or internet support arrived to make their jobs both easier and more complex," says report author Peter Ostrow, Research Director, Sales Effectiveness, Aberdeen Group. "While not all companies deploy sales mobility, those that do outperform those that do not across myriad measures, including: overall team attainment of quota, lower sales turnover, as well as better year-over-year growth around revenue, customer renewals, deal size and CRM adoption."

The report reveals what leading companies have been able to achieve through deployment of sales mobility tools, such as:

  • 5.2% average year-over-year increase in customer retention rate; compared to 1.5% decrease for other companies
  • 3.3% average year-over-year increase in average deal size or company value; compared to a 1.1% decrease for other companies

A complimentary copy of this report is made available due in part by the following underwriters: TenDigits and RainToday.com. To obtain a complimentary copy of the report, visit: http://www.aberdeen.com/link/sponsor.asp?spid=30410182&cid=6390&camp=2.

Find out where your company's sales mobility capabilities rank among the top performing companies. Take our Sales Mobility Assessment Tool: http://assessment.aberdeen.com/i4tttTw0iT/index.aspx.

Visit Aberdeen.com for additional access to complimentary Customer Management Research.

About Aberdeen Group, a Harte-Hanks Company

Aberdeen provides fact-based research and market intelligence that delivers demonstrable results. Having queried more than 30,000 companies in the past two years, Aberdeen is positioned to educate users to action: driving market awareness, creating demand, enabling sales, and delivering meaningful return-on-investment analysis. As the trusted advisor to the global technology markets, corporations turn to Aberdeen for insights that drive decisions.

As a Harte-Hanks Company, Aberdeen plays a key role of putting content in context for the global direct and targeted marketing company. Aberdeen's analytical and independent view of the "customer optimization" process of Harte-Hanks (Information - Opportunity - Insight - Engagement - Interaction) extends the client value and accentuates the strategic role Harte-Hanks brings to the market. For additional information, visit Aberdeen or call (617) 854-5200, or to learn more about Harte-Hanks, call (800) 456-9748.

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