Marketing Collateral For Sales Reps Must Be Accessible On Mobile Platforms

By Christine Kern, contributing writer

According to the annual Salesforce Spotlight Survey by Seismic, an end-to-end sales enablement solution, mobility could be widening the gap between sales and marketing teams.

Mobility is an essential component of today’s work environment. By 2020, Gartner predicts that 40 percent of sales organizations will use mobile digital technology as the primary source of their sales force automation initiatives.

The Seismic survey, conducted during Dreamforce 2015, revealed, however, found more than half of respondents reported that their companies’ sales and marketing teams did not work well together, or only managed to work “somewhat well” together.

The survey showed sales teams are increasingly moving to mobile devices that allow them to access and manage critical data anywhere and anytime. Nearly 80 percent of respondents believe mobile technology has dramatically improved their work life, an increase from 58 percent in the 2014 survey. Also, 82 percent of Dreamforce attendees believe having Salesforce accessible on a mobile device will be beneficial, and nearly 70 percent reported using their tablet more frequently than their smartphone for CRM (customer relationship management), content management, and presentations.

The report concluded, “In order to arm sales teams with the marketing content and sales collateral they need to be successful and close deals, organizations need to bridge the gap between their sales and marketing teams. Markets can do that by meeting sales reps on the tools they use — smartphones, tablets, and even wearables — and by ensuring content finds them on the platforms they use most: Salesforce and email.”

Read the full report here.