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TenDigits Sponsors Study on Sales Mobility

December 23, 2010

As the leading provider of mobility solutions for Microsoft Dynamics CRM, TenDigits Software is the underwriting sponsor of the new research study on sales mobility conducted by Aberdeen Group, a Harte-Hanks Company. Aberdeen’s report, entitled, “Sales Mobility: Quotas Untethered,” conducted the research based on inputs collected from 269 organizations on sales effectiveness and found that compared to 42 percent of sales reps in companies not using mobility solutions, 65 percent of the sales rep in top-performing companies gained success in their annual quota.

According to the Aberdeen research study, overall sales effectiveness can be increased drastically with the ability to work in an “anytime, anywhere” fashion around account specific data. By taking advantage of mobility solutions, a bandwidth-challenged sales rep can instantly look up key customer data before the start of the meeting or make use of accurately accessed data via mobile device to support a selling/servicing conversation and even place a last minute order to achieve month-end quota as well as provide enhanced customer satisfaction.

In a release, Derek Warburton said, “Companies that deploy sales mobility outperform those that do not, and TenDigits is pleased to sponsor the publication of research of this quality. CRM Mobility, in organizations where sales staffs are frequently in the field, is a critical component of the sales solution and has a significant impact on sales performance.”

The report reveals that the companies with deployed sales mobility tools have around 5.2 percent average year-over-year increase in customer retention rate compared to the 1.5 percent decrease in other companies. Also such companies have realized a 3.3 percent average year-over-year increase in company value compared to a 1.1 percent decrease for other companies. According to Peter Ostrow, research director of Sales Effectiveness, Aberdeen Group, and the report’s author, companies leveraging sales mobility solutions outperform those companies that do not across several measures such as overall team quota attainment, lower sales turnover, year-over-year revenue growth, customer retentions and renewals as well as deal size and CRM adoption.

With expertise in CRM mobility sector, TenDigits helps deploy intelligent mobile products enabling customers to meet their key business objectives. MobileAccess for Microsoft Dynamics CRM from TenDigits ensures increased productivity as well as effectiveness of mobile sales, service and executive teams across a variety of industries.

Carolyn John is a Contributor to ContactCenterSolutions. To read more of her articles, please columnist page.

Edited by Tammy Wolf