Business Technology

Tech amplifies UK business opportunities as salespeople are increasingly mobile

3 min read

26 February 2015

Former deputy editor

The behaviour of UK salespeople has been analysed by Adobe to find technology is enabling more flexibility with sales deals, which has been demonstrated with a 30 per cent growth in the amount of business secured out of the office with staff becoming more mobile.

The study found traditional methods are becoming less popular and can often be considered unreliable. One-fifth of salespeople saying they’ve lost out on a deal due to documents going missing, while 18 per cent have failed because they haven’t had a pen.

At 81 per cent, four in five respondents said the average contract turnaround is between 0-15 days, but just ten per cent said a deal would be completed within a day.

As such, 40 per cent of salespeople say they’re now using e-signatures to secure deals on the move. Meanwhile, other technologies including file sharing cloud channels like Dropbox are used by another 40 per cent, web conferencing by 40 per cent and apps by 36 per cent.

Of course, there has been much controversy around using the cloud to share delicate data if it isn’t an official platform that’s been authorised within the business itself, generating a shadow IT problem.

Read more on the impact of technology on businesses:

Tamara Santiago, senior marketing manager at Adobe, said: “The rise of electronic signatures and associated technologies are changing the industry landscape, and increasingly, we’re seeing customers become more comfortable conducting business via these tools.

“We’ve seen take-up of new technologies jump amongst sales teams in particular, owing to the huge benefits such tools can have on sales workflows. In fast-paced, target-driven sales environments, embracing such technology greatly eases the sales process and frees up time to chase new deals and revenue.”

Interestingly, use of technology for sales varies across the country depending on the location. London came in with the highest adoption rate as 49 per cent admitted to use file sharing services, compared to just four per cent in Yorkshire and Humber, while 38 per cent of Londoners also acknowledged use of apps, while none of the respondents in the North East used them.

In addition to region, the report revealed that age is also a factor and the younger generation is more likely to adopt the new approach than older counterparts. While tech is rising in popularity, 52 per cent of deals still happen in the office, while other locations included restaurants, bars, spas and golf courses with 33 per cent, 32 per cent, 13 per cent and 12 per cent respectively.

Image via Shutterstock.