According to research from The Bridge Group, 65% of businesses report sales productivity as their #1 challenge, preventing salespeople from reaching their goals.
Do you know how to identify whether you are just temporarily busy or indeed stuck in a rut of overwork? You can identify the problem early on and work pro-actively to reach your sales goals. If you are spending more time mining contacts, building lists, and writing RFPs than actually selling, it’s time to ask yourself the following questions:
- Are you missing out on some of the exciting opportunities because you do not have time to dig in and learn more?
- Do you often find yourself rushing to prepare for prospect meetings, not capturing enough prospect, competitive, or market intelligence before a meeting?
- Have you ever been frustrated after using outdated contact information?
- Are you spending your day crunching lists, finding missing lead information, or working on other tasks that could be handled by a new hire?
If you answered “Yes” to one or more of these questions, tedious and time-consuming projects are indeed filling your days, and it is time to make a choice. The key to a successful career in sales is learning to make strategic decisions about how to spend our time. Instead of working on tasks that just about anyone can do, you can dedicate your time to projects uniquely suited for your skillset.