Expert answer / 04
Why does our team spend so little time selling?
Short answer
Admin, manual updates and internal work can take time away from customer conversations.
More detail
Questions behind the answer
Whatis happening
Where does our sales team's time go?
Salesforce’s 2024 survey found sales reps reported spending 70% of their time on non-selling work. Admin, CRM updates, internal meetings, manual research and handoffs are common places to look for the lost time.
Whyit happens
Why hasn't technology saved us time?
Technology does not save time when it adds duplicate entry, fragmented workflows or steps people must work around. Automating a poor process can make the waste faster.
Howto fix it
How do we free up more selling time?
- Track a typical week to find the biggest repeat tasks.
- Remove or simplify steps that do not help the customer or decision.
- Automate routine work only after agreeing the process and data owner.
Sources: Salesforce Report: Sales Teams Using AI 1.3x More Likely to See Revenue Increase