Giles house
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Transcript of Giles house
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
Analyst ResearchWhere 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.
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