Survey: Sales reps frustrated by inadequate collateral

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Waltham, Mass.—One in three sales reps reports they're frustrated by an inability to quickly locate sales materials to close deals, according to a new study by business presentations company Brainshark Inc. Brainshark's “State of the Sales Rep” survey found that sales reps contend with other barriers to productivity as well: 28% of respondents said their sales materials aren't relevant to prospects; 41% said they have access only to out-of-date materials; and 51% devote time to modifying existing materials. Closer alignment with marketing might help, according to the study: 71% said they receive sales materials from marketing, but of those respondents 42% said marketing “rarely” or “never” makes them part of the collateral development process. Brainshark's study was based on an online survey conducted in September that drew 416 respondents.
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