Today’s guest post is by Don Pierson, CEO of SalesFitRx. Formerly he was founder of three companies: Flypaper Studio, Interactive Alchemy, and Learning-Edge.
If you’re tuned into the professional sales community – and, because you’re reading this blog post on Selling Power, you certainly are – you’ve probably become used to a steady drumbeat about the importance of helping salespeople spend more time selling.
Well, I’m not going to be one of those folks who keeps talking about it. I’m going to SHOUT ABOUT IT!
- Giving your reps more time to sell is the most important key performance indicator (KPI) relative to sales success.
- It’s undeniable that sales professionals are spending less time selling – according to CSO Insights, sales professionals spent only 35 percent of their time selling, down from 37 percent the prior year.
- This decline has been a growing trend for years.
- You can fix it.
Seriously, if you’re not measuring this KPI, you absolutely must start. Now. And, if you don’t know what the ROI is on even tiny increases in helping your reps spend more time selling – say 1 or 2 percent – you need to find out. (You can use our simple ROI calculator and find out in less than a minute.)
When you get serious about this, you CAN fix it. Selling time isn’t declining because sales professionals have suddenly become lazy. It’s because the landscape around them is more challenging: the rate of change within both the competitive landscape as well as their own company is constantly accelerating. Seemingly small demands on their time add up. And they’re supposed to just swim faster to make up for it? No wonder they lose ground and feel frustrated.
You need to stop the insanity of doing what you’ve always done. It’s not going to just get better on its own. But you CAN beat this by truly understanding – and helping your reps understand – where their time goes and how they organize it. Once you have hard data and insight, you can work together to fix it. Really.
But hey, here’s some good news: it’s likely your competitors are in the same boat. So fixing it can not only substantially impact your sales, it can also give you a competitive edge.
As I told Gerhard Gschwandtner in his interview with me (below), there are absolutely ways to help your salespeople spend more time selling – and those solutions are getting great results for many sales teams. I encourage you to watch the video to learn more, or see how SalesFitRx works.