Lack of mobile access seen as a barrier to selling
MicroStrategy, a worldwide provider of enterprise software, has announced the results of a recent survey of over 500 U.S. organizations on the use of tablet computers to support sales activities across many industries. Results of the survey reveal that:
° Nearly one in two salespeople cite limited mobile access to key sales systems -- i.e. Customer Relationship Management (CRM), Content Management, Order Management -- as a challenge.
° C-level executives point to their respective salesforces' lack of understanding of customer needs as a major barrier to selling (75%), along with failure to keep product knowledge current (50%).
° The top five desired activities to perform on a mobile device include: create or update opportunities, view sales collateral, view CRM records, view sales analytics, and collaborate and share ideas with other sales team members.
° Most sales organizations (72%) grade themselves at a B-level or below on sales meeting quality.
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