The 35% Sales Time Trap: How to Free Your Team to Close More Deals

Unlocking Sales Potential: How to Double Active Selling Time

Did you know that the average salesperson spends just 35% of their time actively selling? This startling statistic from Forrester Research highlights a significant challenge: the majority of sales professionals are bogged down by administrative tasks, meetings, and research instead of focusing on what drives revenue—selling. Imagine the potential impact if your team could double their active selling time.

Here are three strategies to make that vision a reality:

1. Automate Low-Value Tasks Modern CRMs and sales enablement tools can streamline time-consuming activities like data entry, prospect research, and follow-ups. According to a study by Salesforce, sales reps using automation tools saw a 14% increase in productivity. Identify tasks that can be automated, and let technology handle the heavy lifting so your team can spend more time in front of customers.

2. Refine Time Management Skills Sales reps often over-prioritize activities that don’t contribute directly to closing deals. Incorporate structured time-blocking techniques and ensure salespeople are dedicating focused hours to customer interactions. HubSpot research reveals that disciplined time management can increase sales productivity by up to 20%.

3. Streamline Internal Processes Many sales teams lose valuable hours navigating inefficient workflows, redundant meetings, or unclear sales processes. Work with your team to identify bottlenecks and remove unnecessary steps. Implementing a clear, repeatable sales process can free up time and lead to a 12-15% boost in win rates, according to McKinsey & Company.

When salespeople spend more time selling, companies see tangible results. Higher productivity, improved pipeline velocity, and better win rates aren’t just achievable—they’re inevitable. By focusing on reducing distractions, leveraging technology, and creating an efficient sales process, you can unlock your team’s full potential.

Start by asking this question: What’s one non-selling activity we can eliminate today? The answers might surprise you—and significantly boost your revenue.

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