COVID-19 Update

Sales Reps Struggle To Find Right Content To Close Deals, Survey Reveals

brainshark logoOne out of every three sales representatives reports that it is a daily struggle to obtain the right collateral to close deals, according to a study from Brainshark.

The survey, titled: State of the Sales Rep, collected responses from more than 400 sales professionals from various industries about how they prepare, present and follow up after meetings.

Some other findings from the survey include:

  • 41% of sales reps said their company has outdated content;
  • 42% stated that their marketing department "rarely" or "never" includes them in the content development process; and
    • 51% devoted time to modifying existing content.

“Our survey shows there are very real challenges that sales reps face when preparing for and presenting at meetings,” said Brainshark CMO Andy Zimmerman. “But on the positive side, these can often be easily and cost-effectively overcome. In addition to working toward greater sales and marketing alignment, companies should also gear strategies around today’s fast-paced and mobile-oriented landscape. Reps need access to up-to-date, relevant materials no matter where they are and which device they’re on.”