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Giles house

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Giles house

  1. 1. 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
  2. 2. Analyst Research Where 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.
  3. 3. 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
  4. 4. 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

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