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

Analyst ResearchWhere 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.

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