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Study Analyzes Mobility Trends of Strong-Performing Sales Organizations
SCOTTSDALE, AZ -- (Marketwire) -- 06/20/12 -- Sage North America today announced availability of an Aberdeen Group Research Brief analyzing the sales mobility effectiveness and achievements of 250 end-user organizations surveyed in 2012. The study finds Best-in-Class companies (top 20%) achieved 109% of overall sales quotas during their last completed calendar or fiscal year, compared to 73% by industry average companies (middle 50%) and 41% among laggards. Best-in-Class companies also grew annual revenue 16.7% compared to others' growth of only 1.0%.
"Best-in-Class companies heavily adopt smarter selling techniques anchored by mobile data capabilities," said Peter Ostrow, vice president and research group director, customer management and sales effectiveness. "Trends include synchronizing data for team sharing anytime from any device, remotely viewing and modifying CRM data, accessing and modifying business tasks, and enabling a 360 degree view of customers including ERP integration."
Sage customers are achieving benefits based on these mobility trends. Patrick Henry Properties, a commercial real estate firm in Houston, Texas uses the Sage ACT! contact and customer management system with the Sage ACT! Connect mobile connected service. Principal Patrick Wolford spends over 60% of his time visiting clients. "I connect to Sage ACT! contacts, notes and history details from my iPad®," says Wolford. "I can make changes on-the-fly and when I get back to the office, everything is updated. Plus, I don't have to lug my laptop around any longer."
Additional Aberdeen findings include:
- Respondents rated CRM data access second only to email when asked about mobile task frequency.
- CRM adoption rose 6.8% among Best-in-Class companies using sales mobility strategies.
- Fifty-eight percent of Best-in-Class companies use a device-agnostic mobile strategy so their CRM systems work on nearly any device sales representatives want to use.
The complete Best-in-Class Companies Deploy Sales Mobility Practices to Better Seal the Deal research brief provides further details and is available at http://na.sage.com/Sage-ACT/products/white-papers.
Sage is a leading global supplier of business management software and services for small and midsized businesses. The Sage Group plc, formed in 1981, was floated on the London Stock Exchange in 1989 and now employs more than 12,600 people and supports more than 6 million customers worldwide. For more information about Sage in North America, please visit the company website at NA.Sage.com. Follow Sage North America on Facebook.com/SageNorthAmerica and Twitter.com/sagenamerica.
© 2012 Sage Software, Inc. All rights reserved. Sage, the Sage logos, ACT!, and the Sage products and service names mentioned herein are registered trademarks or trademarks of Sage Software, Inc. or its affiliated entities. All other trademarks are the property of their respective owners.
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