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Sales Leaders Be Concerned: Recent Sales Study Shows Sales Teams are Only Spending 25% of Time on Selling

External Collaboration
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November 28, 2022
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4
min read
Sales and revenue leaders should be concerned with the attention span of their sales teams when it comes to engaging with clients. New sales study finds alarming sales data and offers best practices for boosting sales performance.

According to data by Time is Ltd., we found that sales teams’ attention span on clients and external partners are decreasing. Our sales management data is extremely significant for sales leaders, especially when it comes to ensuring their teams are closing deals and account managers are keeping clients! 

Managing a sales team across hybrid and remote settings has a unique set of challenges. We’ll dive into our sales study, provide you with sales tips for boosting revenue during this era of economic uncertainty, and show you how to drive sales’ revenue performance using Collaboration Analytics

Sales Teams Are Spending Only 25% of Their Time with Clients 

Our sales performance analysis across Finance, Banking, Tech, and Media industries, found that sales teams are only allocating 25% of their time to clients and external partners! So that means the other 75% of sales teams’ time is spent internally, whether that be meetings, manual admin processes, and more. COOs and CROs should be evaluating how their sales representatives are managing their time in the workplace - and whether it’s geared towards their main goal: generating revenue. 

Chart showcasing sales analysis across Finance, Banking, Tech, and Media industries on how sales teams manage their time in the workplace. Sales performance analytics shows sales people spend 75% of their time collaborating internally. 
Time is Ltd. data shows that sales teams are only spending 25% of their time externally. That means 75% is spent collaborating internally whether that be meetings, manual admin processes, and more. 

Workplace Engagement & Productivity During Economic Uncertain Times
In this report, we share the latest research and best practices understanding workplace engagement and productivity during turbulent times. We will discuss leveraging collaboration analytics to create an effective, productive, and engaged workforce.
See Whitepaper

Data-Backed Sales Tips for Optimizing Internal Resources & Increasing Revenue 

The human attention span has been decreasing for a long time (notably declining by 25% between 2000 and 2015). Yes, it’s true, humans have shorter attention spans than goldfish. 

We have only recently been able to translate this into sales performance and sales numbers.

The data we’ve discovered should concern every leader - and the fact that only 1/3 of the sales people’s time is actually spent selling. Here’s our top sales tips for optimizing sales performance in 2023 and beyond. 

Our Quick Sales Tips for Sales Leaders and Revenue Leaders

We highly encourage sales, business, and revenue leaders to analyze: 

  1. Collaboration Activities - the ratio of internal vs. external engagement 
  2. Value to Time Allocation - how much time is being spent with each client
  3. Resource Management - what resources are allocated to each client 

By looking into these three aspects of sales performance and time management distribution, sales leaders can begin to understand what they need to optimize to gear their teams towards revenue generating activities. And this is EXACTLY what we’re working on at Time is Ltd. We’re constantly innovating to give you valuable metrics in easy-to-understand dashboards. We recommend each leader use them monthly to evaluate the efficiency of their team.

Screenshot of the partners dashboard in Time is Ltd. Customer Engagement Analytics 
Screenshot of the partners dashboard in Time is Ltd. Customer Engagement Analytics 

A FREE Application for Optics into Sales Team Performance 

Do you want to understand if your sales teams are selling to value and how much time they are meeting with external partners? Get the FREE Calendar Analytics app on Google Workspace Marketplace to get a breakdown of:  

  • A high-level overview with who you meet with most frequently 
  • Insights on your team members’ collaboration activity 
  • The number of external partners you’re interacting with 
  • The number of 1:1 meetings
How much is employee collaboration costing you?
See how much employee collaboration is costing your business. Improve employee productivity and engagement, while driving down costs of collaboration with Employee Engagement Analytics.
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Is your sales team wasting time and costing you money?
Try our collaboration calculator to see how much ineffective collaboration is costing you.
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Advanced Customer Engagement Analytics to Supercharge 

Sales leaders are leveraging our Customer Engagement Analytics solution to quickly identify the correlation between company revenue and sales performance. Supercharge your revenue teams with collaboration insights to lower average deal cycle time, increase average deal size, and generate more revenue.

The Takeaway 

Sales leaders are facing unprecedented challenges in a hybrid and remote work environment. Not to mention businesses experiencing the sharpest decline in employee productivity since 1947. Our sales study finds that sales teams are spending less and less time on clients, and as Forrester points out - shifts to digital engagement makes it imperative for sales leaders to gain comprehensive insight into buyer relationships and engagement activity

Get in touch at solutions@timeisltd.com to learn how to drive down costs, build highly productive teams, and improve the employee experience. 

Article by
Jan Rezab
Serial entrepreneur for 19 years, founder and CEO of Time is Ltd., the world’s leading employee experience & engagement SaaS company. Prior to Time is Ltd., Jan was the CEO & Founder of Socialbakers (now Emplifi), which had a successful exit to Audax Private Equity in late 2020. Jan is an investor and entrepreneur involved in projects ranging from driving the future of work, sustainable mobility, to improving air quality.
Article by
Jan Rezab
Serial entrepreneur for 19 years, founder and CEO of Time is Ltd., the world’s leading employee experience & engagement SaaS company. Prior to Time is Ltd., Jan was the CEO & Founder of Socialbakers (now Emplifi), which had a successful exit to Audax Private Equity in late 2020. Jan is an investor and entrepreneur involved in projects ranging from driving the future of work, sustainable mobility, to improving air quality.

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