W EEKLY EDITION JUNE 20, 2018
Survey of Sales Staff Reveals Rap id Change …continued
By Karleen Kos, PSAI Executive Director
Top sales people are not pitching their offering. Instead, they're engaging prospects in conversations. They're digging
into prospects' challenges. They're engaging them as an advisor, as an expe rt in their industry, as opposed to just saying,
"Hey, here's what we've got. Look at all the cool items and features and benefits that we have." Top performers solve
problems – they don't just sell stuff.
Sales Statistics #16: Top performers surf the web less, and drive to meetings more.
While top and non - top performers reported
spending a similar amount of time on CRM and
paperwork, top performers were much less
likely to note "surfing the web" as a main
activity they waste time on (12% of top
performer s vs. 24% of non - top performers).
Instead, top performers tend to spend more
time driving to meetings (25% of top
performers selected this vs. 12% of non - top
performers).
This was one of the most unexpected sales statistics to come out of the survey.
H ere's the thing: While all salespeople spend a similar amount of time on CRM and paperwork, top performers are much
less likely to note that they're surfing the web as a main activity that they waste time on. Instead, top performers tend to
spend more time driving to meetings.
What we see here are basically two consistent narratives.
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