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Do you think your sales team is operating at 100% efficiency ALL of the time?
No, of course not. In fact a lot of us have come to accept that ‘sales’ will always be hampered by inefficiencies.
There are plenty of stats and performance reports proving this exact point. However it’s hard to filter out the noise so we’ve picked out some of the most important performance stats to look out for.
1. Interactions with customers is surprisingly low
Only 39% of a sales rep’s time is actually spent selling or interacting with prospects and customers. The majority of their time is spent on non-selling activities
2. Use of CRMs remain negligible
92% of companies have implemented a CRM system, but there has been a significant drop in the number of individual salespeople using CRM as part of their daily routine.
3. Not talking time is shockingly high
Sales reps can spend up to 40% of their time just looking for somebody to call
4. Use a phone when talking to VPs and the C-Suite
50% of buyers like speaking over the phone, compared to 70% of reps. This percentage increases the higher up the ladder (VP or C-suite) you go.
5. Reps are often poorly informed
42% of sales reps feel they don’t have enough information before making a call.
6. Voicemail is a productivity killer!
Sales reps spend about 15% of their time leaving voicemails.
7. The phone experience is in need of improvement
85% of prospects and customers are dissatisfied with their on-the-phone experience.
8. One call will definitely not cut it
80% of sales require 5 follow-up calls after the meeting.
9. Quote attainment is getting lower
10. Sales reps have a lot of room to improve
79% of sales executives say a leading driver of hitting new targets is improving the productivity of existing sales reps.
These statistics paint a very clear picture.
Firstly, that performance in modern sales teams is heavily impacted by sales reps simply spending too much of their time on non-sales related activity.
Secondly, that the majority of buyers like speaking over the phone but with poor CRM adoption and training, sales reps are unprepared for their calls.
But there’s no need to panic yet. You don’t need to hire a whole load of super-expensive sales reps, all promising you the world and delivering you...well a lot less.
Here at VoiceIQ we wanted to build a simple solution to combat all of these sales problems. And that’s exactly what we did!
VoiceIQ automates all CRM admin, predicts the best time to call customers, offers live call coaching and generally makes the whole process of phone based sales unrecognisably better.