This post originally appeared on HubSpot's Sales Blog.
For more than 30 years (yikes!), I’ve been directly involved in selling, managing, and leading salespeople, and providing advisory services to sales organizations. There are two trends that have persisted:
- The increased prominence and investment in sales technology and sales force automation
- The consistent decrease in sales rep productivity, or the time salespeople actually spend selling
Recent research from The Aberdeen Group and Docurated indicate good salespeople today spend less than a third of their time selling, while increasingly more time is spent managing various administrative tasks surrounding sales and demand generation.
Whether you’re a salesperson, sales executive or other investor or stakeholder in a growing organization, I’m certain I don’t need to tell you the direct and collateral damage done when salespeople aren’t selling.
Before sharing the key to increasing sales productivity, let’s look at the three root causes for the problem sales organizations have dealt with for decades: