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Sales 2.0: Social Media for Knowledge Management and Sales Collaboration

Submitted by vk on Tue, 03/03/2009 - 13:14

A recent study, "Sales 2.0: Social Media for Knowledge Management and Sales Collaboration," conducted by the Aberdeen Group, a Harte-Hanks Company, reveals that 59% of Best-in-Class companies consider the use of social media collaboration tools within the sales department to be a priority to the organization, compared to 35% of all others. The pressure to increase top-line revenue growth (63%) and improve overall sales productivity (60%) were identified by survey respondents as the top two pressures causing organizations to focus resources on the organizational capabilities and technology enablers use to improve sales performance. Nearly a third of respondents (32%) also cited the need to compete with increasing customer and prospect knowledge of products and competitive differentiators as a factor when determining spend on sales performance. Best-in-Class companies indicated that they currently implement formal and documented sales processes (66%), solicit the support of senior management for internal-facing social media solutions (55%), and currently have, or plan to have in the near future, defined performance metrics to measure the impact of social media on sales productivity.  Via pr-usa