Salespeople don't always know which sales opportunities to prioritize
Posted: Thu Dec 05, 2024 10:01 am
Conversely, the study reveals that "some companies have improved their sales productivity and gained ten points of market share and three points of margin by following a rigorous approach: they have relied on detailed data analyses to develop their daily activities and their skills over the longer term". In this article we will summarize the inputs from the Oliver Wyman study to address the frustrations of managers and optimize their commercial productivity . Three fundamental difficulties Oliver Wyman's study started from a triple observation : In most cases, field salespeople still have control over how they organize their time and are the ones who decide on a daily basis how much time they will spend selling or advising each customer.
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.
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.