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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Published by Niall Devitt, Btb Business Training

I remember working for a company a few years back where the senior management were really big fans of using psychological profiling for the selection of new sales staff. They had hired a profiling company to create a psychological template for their ideal new hire and always tried to employ sales people that matched up closely.

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