Sales representatives currently spend most of their time on non-core activities rather than core selling activities. Specifically, 37% of time is spent selling, while 25.8% is spent in meetings, training, and travel and 13.7% is spent on post-sales tasks. Leads come from a variety of sources, with the highest percentage coming from marketing. Sales representatives have asked for better quality leads and help accelerating their pipelines to be more successful.
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1.
2.
3. Where does sales currently
spend their time?
Core Selling
Activities
Non-Core
Activities
Administrative Customer Facing
19%Time Spent
Generating leads
25.8%
Time spent in
Meetings, Training,
and Travel
13.7%
Time Spent on Post
Sales Tasks
37%
Time spent
selling
4. Analyst Research
Where leads come from
90%chance of making contact
with a prospect when at
least 6 attempts to reach
them are made
27%of a rep’s time is spent
searching for sales
intelligence
of a sales rep’s time is
spent looking for someone
to call.
Up to
26.1%
From marketing
46.6%
Self generated
27.3%
From partners and referrals
40%
Only 1 in 5 meetings added value in 2013.
5. Source: Insidesales.com
What are Sales Reps Asking for
to be Successful?
40% of reps say they need better leads
28% want to accelerate their pipelines
11% request programs they can launch themselves
10% need more leads in general
2% say they need account based marketing programs
6. Source: Insidesales.com
What are Sales Reps Asking for
to be Successful?
40% of reps say they need better leads
28% want to accelerate their pipelines
11% request programs they can launch themselves
10% need more leads in general
2% say they need account based marketing programs
Hinweis der Redaktion
Sirius has something about changing tires – sales rep maybe better at car tires or wheels?
Giving sales access to your marketing automation platform will allow them to send out campaigns and track activity within their territory – allowing them to reduce the amount of time they spend self-generating leads. Also through marketing automation – anonymous visitors can be identified and followed up with, increasing the # of leads generated by marketing – make for a better allocation of where leads come from – freeing up even more of sales times in the process
Enablement - Sales reps within Best-in-Class companies spend an average of 20% of their time searching for sales intelligence – and therefore not actually selling. Among Industry Average and Laggard firms, however, this number rises to 22% and 27% respectively
Coaching - “When data is stored ad hoc in notes or spreadsheets, sales managers are less empowered to use it to promote sales effectiveness. The hidden cost is that sales managers spend an inordinate amount of time gathering and analyzing disparate data, yet they’re unable to grasp the skill sets of their salespeople or put together ‘progress trends’ to show how reps are performing and where they need help.” – Aberdeen