Where sales reps spend their time and what they need to be successful
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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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Where sales reps spend their time and what they need to be successful
- 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
Notas del editor
- 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