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Salespeople Only Spent One-Third of Their Time Selling Last Year

Posted by Ian Davies on 28 January 2015

Salespeople Only Spent One-Third of Their Time Selling Last Year [Infographic]

This scary statistic comes from Docurated's State of Sales Productivity 2015 study, http://blogs.salesforce.com/company/2015/01/state-sales-productivity-infographic-gp.html
which uncovered a gap between what's hurting sales productivity and what's being done about it.

Sales and marketing professionals agree on one thing: Content brings in contracts. Fifty-seven percent of survey respondents
cited high quality content as a top driver of sales.

In light of this statistic, it would be smart for companies to spend time organising their marketing and sales material and content
libraries for easy rep access. Unfortunately, this is not the case. While 84% of respondents indicated that content search
and utilisation was the number one area that could improve sales productivity, only 35% of companies are actively working on this issue.

And this understandably leads to wasted time. According to the study, 31% of reps' time is spent searching for or creating
content, and 20% on reporting, administrative, and CRM-related tasks. Only one-third of their day is actually spent selling.
Docurated's infographic summarising the research also covers how much money companies typically spend per rep to improve
productivity, and what department (if any) owns productivity initiatives.

5 Highlights of the research include:

1 - Sales productivity is a top driver for hitting new revenue targets.
2 - Organisations are investing more and more into sales productivity.
3 - Sales productivity is often marketing's responsibility, however marketing does not prioritise sales productivity projects.
4 - Measuring productivity can be more expensive than realised productivity gains.
5 - Most organisations define productivity as just efficiency and are missing the gains that effectiveness can bring new sales is the #1 priority for sales execs.

Take a look at the infographic below:


Author: Ian Davies

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