The Reasons Why Sales Reps Spend Little Time Selling and in CRM

22% of Sales Representatives Utilize Time Management Practices


If you want to be a successful salesperson, you will need to be good at time management. According to a new study, most sales representatives spend less time on selling and more time on conducting activities. This study is based on over 720 sales representatives who were interviewed and/or surveyed.

About 64.8% of their time is devoted to activities which don't generate any revenue while merely 35.2% of their time is spent on selling-based activities. Field sales representatives devote 3.1% extra time than inside sales representatives to selling activities.

22% of Sales Representatives Utilize Time Management Practices

Around 22.9% of sales representatives utilize structured time management practices of some kind. As far as their time goes, about 17.9% of it is devoted to CRM.

How is this possible? It is possible because sales representatives devote 14% of their worktime to administrative duties and 24% to downtime tasks, which include messaging colleagues and using Facebook. When it comes to effectiveness, these activities were ranked very negatively by various studies.

Right now email brunches as well as Facebook messenger are considered to be old-fashioned and ineffective. The leader of corporate communication belongs to Slack. People who are using this messaging platform at the regular base admit that Slack brings a lot of opportunities to their workflow. Firstly, the possibility to create a group, private channels gains numbers of advantages for all employees: everybody is informed about what is going on at the company. Secondly, Slack app directory provides a range of apps to make Slack a place where you can run some work processes.

Most sales representatives spend 62.8% of their time on sales technology. Another 33.2% of their time is spent on sales-related emails. Finally, they use 0.4% of their time using tools which collect sales intelligence.

CRM has not used as much anymore. Sales representatives spend more than 9.1% of their time on spreadsheets because they're trying to manage tasks related to CRM more effectively. Technologies go further and now salespeople are able to run CRM twice faster without a need to log in to the system.

We are now experiencing the new transformation of CRMs. This involves the introduction of the chat interface feature. The benefit of a chat interface is so users can easily perform any task in CRM without having to search for the necessary feature in their browser. You just need to type in a simple language into the chat interface, and then CRM will be updated.Closer.bot is a good example of this type of tool. This lets users do the following:

1) Type to Establish Deals
2) Deal Search
3) Notifications

If you have any experience in marketing or sales then you understand how important it is to have customer relationship management systems. In this day and age, you must have a CRM if you are going to be successful at your business. It is capable of performing all the tasks that you depend on daily.
  • /data/userPictures/52DC388D-2F5B-4B92-B117-45CAEF033ACD.jpgHyun Suh1/1/2019 6:27:13 PM
    I totally agree. Understanding the importance of CRM could benefit tremendously, especially remembering customers and important information about them. Notes on if they were a good client or prospect. What you could use next time and how to deal with them in the future. Not to mention, time management is important and doing it on a CRM makes things quicker now than ever before.

  • /data/userPictures/0AC92538-D4A7-47F6-BAE0-2B7281B3DB02.jpgAmanda Albert1/2/2019 5:57:02 AM
    Some great points made in this article! We are fortunate enough to have a CRM built specifically for our needs but I think we are missing the mark by way of making the CRM "work for us." I will definitely be looking more into this.

  • /_ckcommon/images/blanks/userPictureFemale.jpgGina Wood1/2/2019 11:54:58 PM
    CRM is a great tool - its only ever as good as the information put into it so training the sales team to do this can be challenging - great article

  • /data/userPictures/DEBA7954-798C-416B-9B3A-9B8D7F6B28D3.jpgRandy Heuer1/16/2019 4:59:27 PM
    Does anyone have a recommendation on a low cost (better yet free) CRM that works well. The big name ones are out of my companies budget, but we need something that works well. We have a great order management system that works well after the sale is made, but not a good tool for managing prospects. Thanks!

  • /_ckcommon/images/blanks/userPictureFemale.jpgGina Wood1/16/2019 9:00:43 PM
    Hi Randy, We use one that is low cost 120.00 AUS per year per seat called Pipedrive
    We love it as it's so simple. You can measure and track deals and activity. We have also been able to use the web hooks to back in to our ERP
    Let me know if need any help.

  • /data/userPictures/61C8E6B9-7DFE-48D3-9034-F6BD3405D376.jpgRyan Baylen5/7/2019 7:29:01 AM
    Great article, great read. I enjoyed it, and did forward on.