RESEARCH REPORTS

How Sales Reps Spend Their Time

What makes an outstanding sales rep? We’ve learned that the best sales people focus their efforts on their most important priorities. This means concentrating on just four major activities: Finding qualified prospects Determining potential needs Offering solutions Closing sales. That’s it. That’s really all that sales people should be doing. The challenge for sales reps is that they need to do all kinds of other activities; providing service, delivering goods, handling complaints, attending meetings, writing reports, and more. Some of these are in their job description; some are extra requirements that have built up over time. So how do sales reps maximize their time on their most important