It’s an understatement to say that sales is a profession filled with curveballs.

From prospects who go dark to phone lines that cut out in the middle of a heated negotiation, you can never say for sure that you know what’s coming. Every sales process will be different, and the obstacles you face will change from sale to sale as well.

But many sales teams are plagued by the same high-level problems that trickle down into individual reps’ selling. For example, sales reps spend almost two-thirds of their work week on non-selling activities.

I’m going to pause so you can let that sink in. Assuming a 40-hour work week, around 25 are spent not selling. That’s hours of prospecting, demoing, and closing that’s lost.

But this problem has a solution. Improving communication across your team and organizing information better for salespeople allows them to spend less time digging for files and more time speaking with prospects.

Check out the SlideShare from SalesLoft below for three more major sales problems and tips on addressing them.

Email tool in HubSpot CRM

Originally published Sep 1, 2016 12:00:00 PM, updated October 20 2016


Sales Leadership