The Aberdeen Group’s just released a new report on mobile enhancements to sales force productivity. Their findings further emphasize the urgency of sales force productivity, and the importance of new tools that improve it:
- sales productivity is a crucial business pain twice as often as other pressures
- in top performing sales organizations, sales force productivity is supported by strong performance management enabling tools that reduce downtime for sales reps, enabling them to conduct more business.
- those tools provide new metrics that enable a holistic understanding of how to improve the productivity of an individual, group, or entire sales matrix.
- those new measures include evidence of efforts wasted on dead-end leads. In top performing organizations, wasted sales efforts are known and minimized.
