New Report: Top-Performing Companies Deploy Mobile CRM

While not all companies deploy sales mobility, the ones that do outperform those that do not in a number of areas including the ability of sales teams to make their quotas, lower sales turnover, increase revenue year-over-year, customer renewals, deal size and CRM adoption, according to a new Aberdeen Group Benchmark Report, "Sales Mobility: Quotas Untethered."

The ability to work in an "anytime, anywhere" fashion around account-specific data can increase overall sales effectiveness, according to the report (available for free here for a limited time), which examined the sales effectiveness of 269 organizations.

"While current cultural and business trends are not inexorably moving all knowledge workers into an ‘anywhere, anytime' working mindset, the fact remains that the most mobile among us- sales professionals-have been on the road since long before cell phones or internet support arrived to make their jobs both easier and more complex," said report author Peter Ostrow, Research Director, Sales Effectiveness, Aberdeen Group, in a statement. 

According to the report, 65% of sales reps in top-performing companies that deploy mobile CRM technologies currently achieve their annual quota, compared to 42% for sales teams in other companies. 

Leading companies that have deployed sales mobility tools have achieved a 5.2% average year-over-year increase in customer retention rate compared to a 1.5% decrease for other companies as well as a 3.3% average year-over-year increase in average deal size or company value compared to a 1.1% decrease for other companies.

The research was completed in September and October 2010, and based on a survey of 269 end user organizations, and their real world experiences.

"This report touches on various mobility technologies with a strong focus ...