Improving Sales Productivity – Part 1: Giving Sales Professionals More Time to Sell

Do you know how your sales organization is spending most of its time? In this two-part blog series, we’ll take a look at how sales organizations are actually spending their time and how sales operations can play a key role in “giving time back” to sales professionals as well as sales managers. This week, we start with salespeople and how they are spending their time.
Sales continues to spend two-thirds of their time on non-selling activities. (Click to tweet)
With so many sales technologies available today, you’d think sales teams would be more efficient and able to spend more time engaging with customers (a.k.a. selling time). But the reality is, how salespeople are spending their time hasn’t shifted much in the past year or so. In 2018, when we looked at how sales professionals were spending their time, only one-third (32%) of their time was spent on selling. (Click to tweet) (2018-2019