It’s no secret time management is one of the highest requirements for succeeding in sales. But a new study of more than 720 reps (including in-depth interviews with more than a dozen) proves what we had predicted in our snapshot survey of 200 reps in the recent Dreamforce 2017. Today’s salespeople are spending the majority of their time on activities other than sales.
Today’s salespeople are spending the majority of their time on activities other than sales.
Here’s the kicker: nearly two-thirds (64.8%) of reps’ time, on average, is spent in non revenue-generating activities, leaving only 35.2% for functions related to selling. Field reps are somewhat ahead, spending 3.1% more time selling than their inside sales counterparts.
Only 22 Percent of Sales Reps Use a Time Management Methodology
But on the whole, only 22.9% of reps follow any kind of a structured time management methodology at all. And only 17.9% of their time is spent in CRM, which has traditionally been the foundational program for sales.
Why is this? Administrative tasks are responsible for 14.8% of the effectiveness drain, coupled with downtime activities such as checking Facebook and catching up with colleagues, at 20.4%–the two activities that ranked a net negative effectiveness score.
The majority of sales reps’ time is spent in sales technology (62.8%) with email for sales related purposes taking the most time (33.2%) and tools to gather sales intelligence taking the least. (0.4%).
CRM, as I’ve written previously, is being used increasingly less. Why? Perhaps there is a clue in the fact that 9.1% of reps’ time (over half the amount of time they spend in CRM) is in spreadsheets as they try to more effectively manage CRM related tasks.