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Sales Mobility: Quotas Untethered
Aberdeen Group, Nov 2010, Pages: 25
For years, the promise of the truly mobile salesperson has enticed reps and sales operations professionals alike, yet a true pay-off has often been elusive as interface and bandwidth limitations conspired to lower industry expectations of success. With the lines now being blurred between handheld and desktop devices, and wireless access and GPS intelligence growing more universal, is Sales Mobility now a reality whose time has come?
In September and October 2010, Aberdeen surveyed 269 end-user organizations to learn about their deployments of sales mobility. Aberdeen used the following three performance criteria, among only the 217 companies currently supporting sales staff with mobility initiatives, to distinguish the sales team Best-in-Class companies:
- An average of 65% of their sales reps are achieving their annual sales quota, compared to 54% for Industry Average and 22% among Laggard companies
- 5.2% average year-on-year increase in customer retention rates, compared to 0.7% and 2.8% decrease among Industry Average and Laggard companies, respectively.
- 3.3% year-over-year increase in sales lead conversion rates, versus a 0.2% increase for the Industry Average and 3.8% decrease among Laggards
Reasons to purchase:
- Maximize Quota Attainment
- Boost Lead Conversions
- Shrink Sales Cycle
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