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Click to view SBOCTeam's profile sboc SBOCTeam 328 posts since
Jul 27, 2007
15. Re: Event July 23: The Upwardly Mobile Small Business Jul 23, 2009 2:51 PM
Certainly cost reduction is relaively easy to track, but linking sales to marketing is not. How do you measure the ROI for mobility, given the difficulty in measurement?
Click to view bleary's profile Professional bleary 7 posts since
Jul 23, 2009
16. Re: Event July 23: The Upwardly Mobile Small Business Jul 23, 2009 2:59 PM
in response to: SBOCTeam

That's a great question. But I think mobility can have a great impact on ROI and sales efficiency. Sales reps want to spend their time out building relationships with customers and prospects. They hate being in the office filling out reports. It takes time away from selling, even if the information is critical to the business overall, in terms of forecasting and resource allocation. Mobile CRM can help, because sales reps can make calls and have them automatically associated to the contact record, or send an email and do it as well. So if management wants to know what's going on with an account, the information is in there without any manual effort from the sales rep. Sales reps can update the status of a sale from the road, which gives management the information they need for forecasting. So if administrative work time is decreased from the sales reps daily activities, they can spend more time on building relationships and closing deals. This should make for more sales deals in the pipeline, and hopefully better relationships with customers - meaning more opportunities for up-sell, cross-sell and more years of sales. That will have measurable ROI impact.
Click to view SBOCTeam's profile sboc SBOCTeam 328 posts since
Jul 27, 2007
17. Re: Event July 23: The Upwardly Mobile Small Business Jul 23, 2009 3:01 PM
in response to: bleary
Brent,

On behalf of the SBOC Team and the members of the Small Business Online Community, we wanted to say we truly appreciated your time today and your professional responses to user questions. Community members, while our session with Brent has now concluded, please feel free to discuss today's session and the questions answered.

Thanks again,
The SBOC Team
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