There are management benefits of mobile CRM that are undeniable—more than 50 percent annualized return,according to Gartner Group vice president William Clark—but the real benefits are for the road warriors themselves.
The workday of a salesperson on the road is considerably longer than eight hours. Because they’re on the road,they also carry out their personal business. For example,the National Basketball Association issues BlackBerrys to the players so they can call home and send e-mail while traveling from game to game. Of course,interestingly enough,with the rise of Twitter and mobile clients for Twitter that pretty much exist for every device,the problems with providing those devices are beginning to show with guys like Charlie Villaneuva of the Milwaukee Bucks being slammed by Bucks management because he tweeted during halftime of a Bucks-Celtics game in March 2009.
Because the salespersons are dependent on the devices they use,what device it is will directly impact their productivity. Studies done by Richard Hill of PowerHomeBiz.com found that the impact is so great that 82 percent of the managers surveyed believe that handheld access will drive field usage of CRM,and even more (91 percent) believe that mobile SFA will be really important. Other known benefits:
One thing about mobile CRM is that the ROI is actually tangible. That’s great for now. What about the future?
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