Published by Niall Devitt, Btb Business Training

I got talking to a senior salesperson recently, and was literally gob smacked when he told me about the amount of admin work that he is expected to produce on top of his sales target. He was having to spend roughly half his working week doing paperwork.

It got me to thinking that when you consider other unavoidable tasks such as travelling to and from sales meetings , the amount of time that he could possibly be spending in front of prospective clients actually selling must be tiny.

Wanting to see if there was any available information on the web, I came across an international productivity study from Proudfoot Consulting, which made for quite astonishing reading.

This 2002 study revealed that sales people on average spend just seven percent of their time actively selling.

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Btb Guest Author: Martice E Nicks

Here is a fab article on the management of high performing teams from Martice E Nicks Jr. Martice is a Partner at Applied Concepts Institute, LLC, A Professional Speaker, Master Sales Productivity Consultant, Coach and Trainer. You can join the sales productivity discussion at his blog

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