Retention remains a concern for sales organizations, with respondents to the survey reporting 25% average turnover over the last 12 months. Furthermore, 69% of sales professionals said that it's harder to sell than before the pandemic and 82% said they’ve had to adapt quickly to new ways of selling. The research found that reps spend only 28% of their week actually selling-with the rest of their time made up of critical but tedious tasks like deal management and data entry-while 66% of respondents said they're overwhelmed by using too many tools.
“When we hear from customers, they tell us that sales reps are already voicing a lot of efficiency concerns, with respect to their stakeholders being siloed that the fact they’re spending too much time on manual, non selling tasks,” Markham said.
“Ultimately, they need to just find as many efficiencies and cost savings as possible and that rolls downhill to sales, which come under a lot of pressure to produce results and drive their businesses forward.”Īccording to Salesforce’s State of Sales report, comprising data from more than 7,700 global sales professionals and published Thursday, sales leaders and reps are in need of more modern and efficient ways to sell and are looking for ways to streamline tools, reduce friction, and improve productivity. “Companies and their employees are focused on how to contend with and organizations are looking at how they can meet their revenue commitments and drive growth, while minimising expenses,” he said.
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