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State of the Sales Rep
Benchmarks for the way reps prepare
for, present at, and follow up after sales
meetings

A 2013 sur...
Overview: State of the Sales Rep
Think selling in a difficult economy is a challenge? Try doing so without the right sales...
Prepare

Prepping for Meetings Comes Down to the Wire
How far in advance do you typically prepare for sales meetings?
Seve...
Prepare

Where to Prep for Meetings Gets Creative…
Have you ever prepared for a sales meeting…
In a restaurant or coffee s...
Prepare

…And Even More Creative
When asked the most unique place
reps have prepared for a meeting, the
answers were all o...
Prepare

43% of Reps Spend More Than Half a Day Preparing
How much time per week do you spend preparing for sales meetings...
Prepare

76% of Reps Use Materials Saved on Their Hard Drives
Where do you access the materials you need to prepare for sa...
Prepare

Sales & Marketing Collaboration Could be Better
When creating presentations and
customer-facing materials, does
m...
Prepare

Reps Can’t Find Materials Quickly Enough
How often do you get frustrated at your inability to quickly find sales ...
Prepare

Reps Have Many Content Challenges
What challenges do you face when preparing for meetings? Check all that apply.
...
Present

Reps Love Presenting with Tablets
When going to a sales meeting, would you rather forget your tablet or
the item ...
Present

Reps use a Variety of Tools in Meetings
What tools do you use to present during meetings? Check all that apply:

...
Present

50% of Reps Present Without Key Decision Makers
What challenges do you face at meetings? Check all that apply:

5...
Present

Reps Present at Many Non-Business Locations
Have you ever given a sales presentation… Check all that apply:
81%

...
Present

Reps Are Bound to Have Presentation Mishaps
“My iPad, laptop and phone all worked perfectly. Then my pen broke.”
...
Follow Up

92% of Reps Follow Up with Emails
How do you follow up after meetings? Check all that apply:

@

92%

Via email...
Follow Up

Reps Can Tell Prospects are Interested by their Actions
How do you tell if a prospect is interested? They… Chec...
Follow Up

Reps Face Many Follow Up Challenges
What challenges do you face following up with prospects? Check all that app...
Making the Grade – Room for Improvement
85% of reps gave themselves a “B”
grade or worse for their prep work.

Prepare

Pr...
About Brainshark

Brainshark enables companies to improve productivity with cloud-based business
presentation solutions fo...
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State of the Sales Rep Report

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A new report sheds light on the challenges sales reps face when it comes to preparing for, presenting at, and following up after sales meetings.

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State of the Sales Rep Report

  1. 1. State of the Sales Rep Benchmarks for the way reps prepare for, present at, and follow up after sales meetings A 2013 survey conducted by
  2. 2. Overview: State of the Sales Rep Think selling in a difficult economy is a challenge? Try doing so without the right sales materials. That’s a struggle many sales reps are facing, according to our 2013 State of the Sales Rep survey. One in 3 sales reps (33%) reports that they’re “often” or “always (on a daily basis)” frustrated by their inability to quickly locate sales materials. How dire is it? More than 1 in 5 (22%) say they’d “need a GPS to find the materials *they+ need.” We collected responses from 416 sales professionals at companies across industries. Results show that providing easy, central access to content might alleviate some struggles. In fact, more than 1 in 4 reps (28%) say their company’s approach to organizing sales materials makes finding the right content chance-driven at best. Respondents were surveyed about processes and challenges related to how they prepare for, present at, and follow up after meetings. You’ll find the complete results in this exclusive report. Enjoy! Share this report
  3. 3. Prepare Prepping for Meetings Comes Down to the Wire How far in advance do you typically prepare for sales meetings? Several days beforehand 44% The day before 21% At least a week in advance 16% The day of the meeting 40% typically start preparing within a day of an impending meeting 10% 12% wait until the day of the meeting The night before 8% I improvise (don't prepare in advance) 2% En route to the meeting Just 16% are early birds – starting at least a week in advance 1% 0% 20% 40% 60% 80% 100%
  4. 4. Prepare Where to Prep for Meetings Gets Creative… Have you ever prepared for a sales meeting… In a restaurant or coffee shop 93% At your desk 86% In the car 64% On a plane 58% On your iPad or tablet 53% In the parking lot of a prospect 44% On vacation 42% In the bathroom 33% While working out 24% On the train 22% At a kid's event 14% 0% 20% 40% 60% 80% 100%
  5. 5. Prepare …And Even More Creative When asked the most unique place reps have prepared for a meeting, the answers were all over the board. Disneyworld Hospital Running Dentist’s Office Cooking Boat Poolside Ice Fishing Beach Museum Hotel Church Helicopter Mall
  6. 6. Prepare 43% of Reps Spend More Than Half a Day Preparing How much time per week do you spend preparing for sales meetings? 1-4 hours Where do customer-facing materials come from? 50% 5-8 hours 33% 9-12 hours materials prepared by others 49% 8% Less than an hour 7% 13-16 hours 2% 0% 20% 40% 60% 80% 100% Learn ways to help reps better prepare for meetings. Download the Sales Enablement Ebook materials prepared by reps 51%
  7. 7. Prepare 76% of Reps Use Materials Saved on Their Hard Drives Where do you access the materials you need to prepare for sales meetings? Check all that apply. They're saved to my computer hard drive 76% From a central location (Salesforce, intranet, portal, etc.) 74% I find them in email attachments 39% I ask colleagues to help me find the materials I need 36% They're in the cloud (Box, DropBox, etc.) 34% They're saved to my iPad/Tablet 27% They're in a filing cabinet Other 19% 10% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Find out how to make reps more productive. Download Effective Sales Content: The Key to Sales Success Whitepaper
  8. 8. Prepare Sales & Marketing Collaboration Could be Better When creating presentations and customer-facing materials, does marketing make you part of the content development process? From whom do you get sales materials? Check all that apply. Marketing 71% I create them myself 68% Sales operations/sales enablement Often 25% 56% From other reps Always 14% 52% Sales managers/executives 52% Other Rarely 24% 8% 0% 20% 40% 60% Never 13% 80% 100% Sometimes 24%
  9. 9. Prepare Reps Can’t Find Materials Quickly Enough How often do you get frustrated at your inability to quickly find sales material? Never 3% Sometimes (on a weekly or bi-weekly basis) All the time (daily) 6% 19% Rarely (monthly) 45% 27% 78% of reps get frustrated on a bi-weekly basis or more frequently with their inability to quickly find material. Often (several times a week)
  10. 10. Prepare Reps Have Many Content Challenges What challenges do you face when preparing for meetings? Check all that apply. 51% I have to spend time modifying existing materials Materials are often out-of-date 41% There aren't enough hours in the day to sufficiently prepare 41% 39% It's hard to know if what I'm accessing is the most current version 30% There are lots of different product lines I need to brush up on 28% The materials I have aren't relevant to my prospect or customer Materials are in formats that aren't useful to me I'd need a GPS to find the materials I need I don't have the materials I need 24% 22% 19% 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Find out ways to overcome sales content challenges. Download the Effective Content Strategy Whitepaper
  11. 11. Present Reps Love Presenting with Tablets When going to a sales meeting, would you rather forget your tablet or the item below? My business cards Do you ever use an iPad or other tablet during sales meetings? 68% Matching socks 61% Directions to the meeting No 41% 51% Underwear Yes 59% 47% Deodorant 32% 0% 20% 40% 60% 80% 100% Find out how industry leaders are using iPads in the enterprise. Download the whitepaper
  12. 12. Present Reps use a Variety of Tools in Meetings What tools do you use to present during meetings? Check all that apply: 66% Laptop 61% PowerPoint 51% Print-outs 47% Tablet 38% Web conferencing 36% Projector 31% Whiteboard 28% Smartphone 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
  13. 13. Present 50% of Reps Present Without Key Decision Makers What challenges do you face at meetings? Check all that apply: 50% Key decision makers aren't in the room 45% Difficulties connecting to Internet 39% The customer takes conversation in a different direction 33% Other technology issues 22% My audience isn't engaged 13% I don't feel well-prepared 12% Hard to differentiate my offerings from the competition's 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
  14. 14. Present Reps Present at Many Non-Business Locations Have you ever given a sales presentation… Check all that apply: 81% In a formal business setting 78% Over the phone 63% At a restaurant 54% At a social event 35% In a bar 26% While vacationing 21% At a sporting event 12% At a kid's event 11% On an airplane 10% At the doctor's office 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
  15. 15. Present Reps Are Bound to Have Presentation Mishaps “My iPad, laptop and phone all worked perfectly. Then my pen broke.” “Instead of giving a prospect my business card, I accidentally gave him the key to my hotel room.” “The sprinkler system went off in the room.” “A bird flew in an open window.” “I forgot to turn off my GPS, and it started talking during the meeting.” Recalculating!
  16. 16. Follow Up 92% of Reps Follow Up with Emails How do you follow up after meetings? Check all that apply: @ 92% Via email 70% With a phone call 37% With sales/marketing collateral 33% In person 32% With a presentation deck 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
  17. 17. Follow Up Reps Can Tell Prospects are Interested by their Actions How do you tell if a prospect is interested? They… Check all that apply: 74% Set up an additional meeting 71% Answer my email right away 70% Contact me directly 67% Request more information 64% Take my call 36% Connect with me on LinkedIn 10% Follow me on Facebook 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
  18. 18. Follow Up Reps Face Many Follow Up Challenges What challenges do you face following up with prospects? Check all that apply: 55% It's difficult to reach them 49% I don't know who else is influencing purchasing decisions 38% My contact is not a key decision-maker in the organization 26% It's difficult to know if they're interested 17% I don't have appropriate follow-up materials to send them 10% I don't know what additional matierals to send them 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100% Learn effective ways for reps and managers to follow up. Download the Sales Enablement Ebook
  19. 19. Making the Grade – Room for Improvement 85% of reps gave themselves a “B” grade or worse for their prep work. Prepare Present 78% of reps gave themselves a “B” grade or worse for their presentations skills. Follow up 79% of reps rated themselves with a “B” or worse for post-meeting follow-up. 0% 10% 20% 30% 40% 50% 60% 70% 80% 90% 100%
  20. 20. About Brainshark Brainshark enables companies to improve productivity with cloud-based business presentation solutions for sales, marketing and training. With Brainshark’s easy-to-use solutions, customers transform static documents such as PowerPoints into dynamic, mobile-ready content that can be accessed quickly and viewed as on-demand video presentations or presented live – anytime, anywhere. They can also measure the effectiveness of their communications in ways never thought possible and use these insights to take action. Thousands of companies – including half of the Fortune 100 – and millions of individuals rely on Brainshark to increase the impact and reduce the cost of their business communications. Learn more at www.brainshark.com. Contact Brainshark Inc. 130 Turner Street Waltham, MA 02453 781.370.9020 Share this report

A new report sheds light on the challenges sales reps face when it comes to preparing for, presenting at, and following up after sales meetings.

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