In fact, they only spend 13% of their senegal phone number library time on face-to-face sales, even though that is where they are best. The sales tracking system rarely reflects all opportunities. Finally, the nature of sales and consumer behavior are changing rapidly . In almost 60% of B2B purchases, the buyer will have done some preliminary research online before contacting the seller, and 90% of younger buyers (under 35) make their B2B purchases directly online.
It’s time for a change! Here’s advice from the Wyman study Understand what your salespeople are actually doing and analyze their useful time Using an Outlook extraction, analyze the distribution of salespeople's working time over an average week or month. This will give you a more precise picture of the actions to take so that your teams can devote more time to sales. Align sales effort and customer potential "From a purely commercial perspective, the first imperative is to spend more time on customers and markets with the highest potential long-term value, where you have proven you can acquire and retain customers, and where a significant share of the market is accessible," the Wyman study states.
