What is your organization doing about the mobile workforce crisis?
What crisis? Your organization is losing revenue every day because of
a disconnected, disengaged workforce. Consider:
More and more workers are conducting business away from traditional
office space
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According to employee mobility consultancy Runzheimer International1:
- As much as 50% of the workforce may be “mobile employees”—those
who spend at least 50% of business hours working from home, client sites,
hotel rooms, airports and conference facilities; and while driving
- 44% of Fortune 2000 benchmark study participants intend
to grow their population of teleworkers within the next year
Opportunities to connect and share knowledge and best practices in real
time—once as simple as a short walk across the office—are
limited
A key subset of the mobile workforce—sales and service—faces
increasingly intense performance challenges
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Companies are asking reps to know more, as product lines multiply in
scope and complexity, and sell more, as competition escalates and quotas
increase. They’re leaning harder on a thinning crop of star performers
to work longer hours to ramp up new reps and grow revenue streams:
- 80% of revenues are generated by just 20% of an organization’s
sales force2
But more pressure does not drive a more productive workforce
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- Salespeople forget 85% of content and skills within four weeks of training3
- Only 57% of reps made quota in 20074
- Sales cycles have lengthened by 22% versus 3 years ago5
- Rep turnover rates are at near-record highs (50%) and climbing6
A new generation of employee talent learns, communicates and works differently
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With more than 64 million workers able to retire by the end of this decade7
and a strained workforce in need of help, Gen Y and the Millennials will
have strong influence on the workplace; but their expectations and values
are quite different:
- “Digital natives” require information immediacy, constant
connectivity
- Mobile devices such as iPods and BlackBerrys are like extra limbs8
- High importance is placed on peer input and teamwork
- They expect to be seen, heard and accommodated9
Companies unprepared to address these workforce changes risk lost talent,
lost revenue
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65% of Fortune 2000 companies do not know if productivity is higher for
their mobile employees.1 In fact, many organizations continue
to manage business and employees in a traditional way, despite the risks:
- A disengaged, disconnected workforce in a breakneck-paced, demanding
workplace can contribute to a breakdown in how companies sell (and who
does the selling)
- How companies sell…may well become what differentiates market
leaders from market laggards in the future10
Learn about the LiquidTalk solution
Sources: 1 Runzheimer International 2005
Total Employee Mobility Benchmarking Study; 2 2004 Miller Heiman Sales
Effectiveness Study; 3 ASTD Journal; 4 CSO Insights 2007 Sales Performance
Survey; 5 Sirius Decisions; 6 CSO Insights Sales Effectiveness White Paper
Series; 7 The Conference Board; 8 USA Today, Generation Next—Computer
Comfort; 9 iconoculture.com; 10 CSO Insights 2007 Sales Performance Survey
