More customer time= more sales revenue! Sales people who spent less than or equal to 45 percent with customers (by phone or F2F) achieve their sales quotas 55 percent of the time.

Those who spent more than 45 percent with their clients, achieve sales quotas 62 percent of time! That’s according to a 2015 Cisco blog I came across recently.

Makes sense, right? So, sales managers… how are your reps spending your time?

Researching and prospecting IS critical to a sales person’s success. If an abnormal amount of your reps’ time is spent in meetings and “client research”, then reduce your meeting time and spend the money on tools designed to help them research more effectively.

Feel free to share what tools your reps use in their researching and prospecting phase. Vendor responses are welcome with the following caveat- you MUST clearly define your solution’s value in how your solution helps a sales team with their prospecting and researching phase, and provide a couple of key clients who currently use your solution.

Here’s the blog post… https://blogs.cisco.com/partner/what-do-technical-sales-people-need-to-achieve-maximum-success