So, I sat down to do my tweets of the week around the amazing Twitter action from the Sirius Decisions summit (#SDSummit). I was dreaming of putting a bunch of tweets from all the sessions yesterday and this morning and then…CDW’s Joe Levin’s session on sales enablement and productivity happens and there is enough great tweets from that hour to fill a blog post.
I love the current movement in sales productivity. Now that we are actually trying to make them more productive, we are learning what really works and doesn’t work.
There are two types of sales content scenarios I run into:
- No content
- So much content that sales doesn’t know what to do
The scenario is where the organization says: “When you are in this situation with this buyer, send this”. CDW moved drastically in that direction. Insert applause here.
@cdw reduced their content by 93% as part of their sales enablement transformation – good content, not more via @joe_levin #SDSummit
— Carlos Hidalgo (@cahidalgo) May 9, 2013
Bummer. Here is what I read here: 71% of a sales rep’s time is spent NOT selling. Change that.
Ouch!Sales rep time spent.Only 29% selling. 39% research and prep. Rest in admin. #sdsummit — ralf vonsosen (@rvonsosen) May 9, 2013
Well, at least we admit we can do better. We are about to embark on a massive transformation in sales optimization. Save this tweet and let’s see this stat in three years.
80% of #SDSummit attendees are somewhat or very confident that #sales reps are NOT fully productive; Time to think productivity! — Megan Heuer (@megheuer) May 9, 2013
Yes, we judge sales by revenue. However, by the time you use revenue as a metric for productivity…you are too late. Want to help sales? Analyze and optimize what they are doing right now. Great call by Sirius Decisions.
Sales rep revenue is not a proxy for productivity – revenue is a lagging indicator. @jninivaggi @markblevinson #sdsummit
— LisaHorner (@LisaHorner) May 9, 2013
Craig Rosenberg is the Funnelholic. He loves sales, marketing, and things that drive revenue. Follow him on Google+ or Twitter