A lack of alignment between sales and marketing is hurting sales reps, many of whom are being left out of the content development process and forced to create their own materials, finds Brainshark in survey results released today. 7 in 10 sales reps responding to the survey indicated that they get sales materials from marketing, but 42% of those say that they’re “rarely” or “never” have a hand in the development process. Overall, reps claimed to be creating from scratch about half of the materials they use.
Indeed, the leading “productivity-buster” for sales reps is having to devote time modifying existing materials, a challenge cited by 51% of respondents. About 4 in 10 said they also have to deal with out-of-date materials, while one-third frequently have difficulty even finding sales material. Close to 3 in 10 complain of materials not relevant to their prospects. Read the rest at MarketingCharts.