I’ve been managing and leading salespeople and advising sales organizations for over 30 years.

During that time, I’ve identified two trends.

Sales technology and sales force automation has increased in prominence, price, and company investment. Sales rep productivity — the time salespeople actually spend selling — has decreased.

Research shows that today, good salespeople spend less than a third of their time selling. On the other hand, more and more time is spent managing various administrative tasks surrounding sales and demand generation.

Basically, salespeople spend more time managing their sales than making them.

Whether you’re a salesperson, sales

Sales Tools

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