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STOP MESSING WITH THE WORKFLOW
A BUYER ’ S GUIDE FOR PRODUCTIVE SALES TEAMS
A salesperson ’ s job is never done . Even if a salesperson closed the largest deal in your company ’ s history last quarter – or even last week – hitting their quota early , it doesn ’ t mean they can go home for the rest of the month .
Working in sales often evokes the adage :
“ What have you done for me lately ?”
Organizations hire sales teams to push inbound leads through the funnel , while also developing new business by going outbound to prospective clients who aren ’ t yet knocking on the door . The latter requires a certain number of “ Nos ” to reach one “ Yes .” But to help managers understand the messaging , as well as the number of dials , emails , and other touches it takes to get to that one “ Yes ,” sales needs to capture more information than ever before . Every day entails prospecting accounts , finding new contacts , reaching out to accounts , and generating conversations , opportunities , and revenue all while logging every interaction and data point .
According to a 2017 study by InsideSales . com ( XANT ), only 37 % of a sales representative ’ s time is spent on revenue-generating activity ; a further 18 % is spent in their CRM . In other words , if your salesperson works 40 hours in one week , ~ 15 hours is spent attempting to bring in new business while at least seven hours of the week are spent updating your CRM . That ’ s a lot of time spent doing non-revenue generating activities , especially for a person whose job focuses on generating revenue . . . . p
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