Sales, Trends and Insights
7 Alarming Sales Performance Stats
Von Seismic — Am 1. September 2015
There are tons of statistics out there indicating sales performance and productivity are not as optimal as we would hope. It’s easy to take these at face value, brush them aside, or think that your team is unaffected. But there’s a very good chance that your sales team is not working as efficiently and effectively as it could be. Take a look at the sales productivity stats in the context of your own sales team:
Only 39% of a sales rep’s time is spent selling or interacting with prospects and customers.
Sales reps spend an average of 30 hours a month searching for and creating their own content.
A whopping 2/3 of a company’s sales collateral goes unused, but companies are unable to determine what content cannot be located, and what is simply irrelevant for sales conversations.
92% of companies are leveraging CRM, but there has been a drop in the number of individual salespeople using CRM as part of their daily workflows.
77% of executive buyers claim salespeople don’t understand their issues and where they can help, and 78% claim salespeople do not have relevant examples or case studies to share with them. (Forrester Research)
According to the Aberdeen Group, 55% of companies aren’t prioritizing reps’ ability to personalize content.
The time that sales reps spend on pre-sales and post-sales activities are both up by 15%, time spent on non-sales (admin) work is up 21%, and all of this has come at the expense of actual selling time in front of the customer, which is down a full 26%. (HBR)
