03The Productivity Gap State of Sales 19 Top Sales Teams Turn to Tech and Training Mobile technology is a critically important Sales Teams Adopt a Mobile Mindset* element of the modern sales toolkit. It Mobile not only allows reps to meet the new real-time mandate, it also enables anywhere, anytime enables sales organizations to lean into selling and collaboration among reps. the culture of immediacy and meet customers where they are. Over the past Percentage of Sales Teams Who Use Mobile Apps in Their Sales Process in the Following Ways** 12—18 months, 70% of sales teams have become more focused on providing To connect with customers on the go 53% customers with real-time response and feedback as a result of changing To support selling in customer-facing situations 49% customer expectations. When reps have To get notifications/alerts on important customer/sales data, analytics, and automation in their information 46% hands, they can interact with customers, collaborate, and close deals from To collaborate with team members on the go 44% anywhere, at any time. Top teams are already mastering mobile. Percentage of Sales Teams Who Cite a Major Benefit from Using a Mobile Sales App Successful sales teams have a robust Access to data from anywhere 66% mobile strategy in place and are able to arm their reps with apps that allow Selling from anywhere 60% guided selling, real-time visibility into analytics, and instant collaboration. Real-time communications with customers 59% High-performing sales teams are 3.5x more likely than underperformers to Real-time communications with team members 55% rate their mobile sales capabilities as outstanding or very good. Faster selling 53% SALES LEADER perspective “A mobile selling environment is far more than putting a cell phone in the hands of every member of your team. It’s about understanding and embracing a completely new way of doing business.” — COLLEEN FRANCIS, OWNER, ENGAGE SELLING SOLUTIONS *** * Data reported is out of a base of respondents whose sales organization uses a mobile sales app. Salesforce Research ** This chart is a partial list. For the complete list, see page 48. *** Taken from Quotable’s “Want to Increase Sales Productivity? Adopt Mobile Selling”