{"id":61283,"date":"2022-12-08T06:00:00","date_gmt":"2022-12-08T14:00:00","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=61283"},"modified":"2024-09-16T11:21:26","modified_gmt":"2024-09-16T18:21:26","slug":"sales-research-2023","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/","title":{"rendered":"New Research Reveals Sales Reps Need a Productivity Overhaul \u2013 Spend Less than 30% Of Their Time Actually Selling"},"content":{"rendered":"\n<div class=\"wp-block-group is-style-shadow-box is-style-takeaways\"><div class=\"wp-block-group__inner-container is-layout-constrained wp-block-group-is-layout-constrained\">\n<h2 class=\"wp-block-heading has-black-color has-text-color has-link-color wp-elements-471ecb11ca02c2e7ea813f9dd3857484\" id=\"h-key-takeaways\">Key Takeaways<\/h2>\n\n\n\n<ul class=\"wp-block-list\">\n<li><em>With nearly 70% of sales reps saying they\u2019re overwhelmed by the number of tools, 9 out of 10 sales organizations plan to consolidate their tech stacks over the coming year so reps can spend more time selling and connecting with customers<\/em><\/li>\n<\/ul>\n<\/div><\/div>\n\n\n\n<p class=\"has-text-align-left\"><strong>Quick take: <\/strong>Salesforce surveyed more than 7,700 sales professionals from 38 countries to uncover how sales organizations are optimizing tech for peak efficiency, addressing customers\u2019 increasing demands, and maximizing rep productivity to drive success now.&nbsp;<\/p>\n\n\n\n<p>Sales teams are in a challenging moment, and fewer than three out of 10 sellers expect their team to hit their full quota this year. Reps are being asked to adapt to close deals fast and fortify their company\u2019s bottom line, but find themselves bogged down in administrative work that holds them back from the actual job of selling.<\/p>\n\n\n\n<p>Today, Salesforce released the fifth edition of the <a href=\"https:\/\/www.salesforce.com\/resources\/research-reports\/state-of-sales\/\" target=\"_blank\" rel=\"noreferrer noopener\">State of Sales report<\/a>, a global snapshot of how sales teams are reimagining their work to drive success now, including:<\/p>\n\n\n\n<ul class=\"wp-block-list\">\n<li><strong>Consolidating tech stacks to boost productivity.<\/strong> Sales teams use an average of 10 tools to close deals. However, 94% of sales organizations plan to consolidate their tech stacks over the coming year to boost productivity.<\/li>\n\n\n\n<li><strong>Collaborating across teams to close dealers faster.<\/strong> Cross-functional alignment is sales leaders\u2019 number one tactic for driving growth, with 81% of sales reps saying team selling helps them close.<\/li>\n\n\n\n<li><strong>Prioritizing initiatives that maximize impact and lower risk.<\/strong> Fifty-five percent of sales leaders say they\u2019re prioritizing low-risk initiatives with modest guaranteed growth versus 45% who are prioritizing high-growth initiatives with high risk and unpredictability.<\/li>\n\n\n\n<li><strong>Improving the seller experience to make every rep a star player<\/strong>. Sales teams experienced a 25% average turnover rate over the past year, while nearly nine out of 10 sales leaders say they struggle to get budget for needed headcount.<\/li>\n<\/ul>\n\n\n\n<p>\u201cThe most recent period of growth is on pause \u2014 traded away for tight budgets and a preference for high operating margins,\u201d said Adam Gilberd, Executive Vice President, Sales at Salesforce.&nbsp;<\/p>\n\n\n\n<blockquote class=\"wp-block-quote is-layout-flow wp-block-quote-is-layout-flow\">\n<p>As sellers, we\u2019re used to these conditions and are quickly adapting. Our customers are facing those same challenges. And our job is to help them overcome \u2014 to showcase opportunities for efficiency, cost savings, and added productivity. To be a trusted advisor in their pursuit of business goals and success now.<\/p>\n<cite>Adam Gilberd, Executive Vice President, Sales at Salesforce<\/cite><\/blockquote>\n\n\n\n<p>Below are additional findings from the new sales research.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\" id=\"h-sales-teams-adapt-to-a-tougher-selling-environment\">Sales teams adapt to a tougher selling environment<\/h2>\n\n\n\n<p>Sixty-nine percent of sales professionals say selling is harder now. Sellers are adjusting to a world that is both more competitive and resource constrained. Supply chain issues and inflation are particularly big concerns globally, with some variation across regions and industries.<\/p>\n\n\n<div class=\"tableau-viz-embed-container \">\n\t<tableau-viz\n\t\tclass=\"tableau-viz-embed\"\n\t\tsrc=\"https:\/\/public.tableau.com\/views\/Top5ExternalFactorsMakingSalesMoreChallenging\/Top5ExternalFactorsMakingSalesMoreChallenging?:language=en-US&#038;:display_count=n&#038;:origin=viz_share_link\"\n\t\ttoolbar=\"hidden\"\n\t\thide-tabs\n\t><\/tableau-viz>\n<\/div>\n\n\n\n<p>The economic landscape is no longer one of rapid growth but increasingly one where teams prioritize dependable revenue: 70% of sales leaders say their organization is taking fewer risks now. Instead, their primary focus is transitioning away from pure in-person selling and improving alignment between departments.<\/p>\n\n\n<div class=\"tableau-viz-embed-container \">\n\t<tableau-viz\n\t\tclass=\"tableau-viz-embed\"\n\t\tsrc=\"https:\/\/public.tableau.com\/views\/SalesLeadersTopGrowthTacticsOvertheNext12Months\/SalesLeadersTop5TacticstoDriveGrowth?:language=en-US&#038;:display_count=n&#038;:origin=viz_share_link\"\n\t\ttoolbar=\"hidden\"\n\t\thide-tabs\n\t><\/tableau-viz>\n<\/div>\n\n\n\n<h2 class=\"wp-block-heading\">Sales reps collaborate across teams to meet rising buyer expectations&nbsp;<\/h2>\n\n\n\n<p>Sales reps are under pressure to act as trusted advisors to buyers \u2013 sharing sophisticated insights on all the right channels, including a myriad of digital spaces like email, social media, live chat, and messaging platforms. All in all, companies report using an average of 10 such channels to sell to customers, and nearly one-third of deals close completely virtually.&nbsp;<\/p>\n\n\n\n<p>Reading down a spec list or script won\u2019t cut it with buyers, who \u2014 contending with the same tough market as sellers \u2014 seek personalized advice tailored to their specific circumstances. <a href=\"https:\/\/www.salesforce.com\/news\/stories\/customer-engagement-research\/\" target=\"_blank\" rel=\"noreferrer noopener\">Seventy-three percent of customers<\/a> expect companies to understand their unique needs and expectations, and over eight in 10 reps say buyers increasingly conduct research before they even reach out.&nbsp;<\/p>\n\n\n\n<p>The research suggests that empowering cross-team collaboration may be a helpful way to address the challenges of selling. Eight out of 10 sales reps report that team selling helps them close deals. However, 82% of reps say alignment with other sellers is at least somewhat challenging, and across the board, partnerships with other teams often don\u2019t even happen.<\/p>\n\n\n<div class=\"wp-block-image\"><div class=\"wp-block-image__wrapper\">\n<figure class=\"aligncenter size-large prevent-download\"><a href=\"#\" class=\"wp-block-image__modal-toggle\" aria-expanded=\"false\" data-modal-id=\"61487-modal\"><span class=\"screen-reader-text\">Open Image Modal<\/span><img loading=\"lazy\" decoding=\"async\" width=\"1009\" height=\"700\" src=\"https:\/\/www.salesforce.com.go-vip.net\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Bar_P11-08-1.png?w=1009\" alt=\"A chart showing the teams that SAales most frequently partner with\" class=\"wp-image-61487\" srcset=\"https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Bar_P11-08-1.png 1009w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Bar_P11-08-1.png?w=300&amp;h=208 300w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Bar_P11-08-1.png?w=768&amp;h=533 768w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Bar_P11-08-1.png?w=264&amp;h=183 264w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Bar_P11-08-1.png?w=500&amp;h=347 500w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Bar_P11-08-1.png?w=678&amp;h=470 678w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Bar_P11-08-1.png?w=150&amp;h=104 150w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Bar_P11-08-1.png?w=278&amp;h=193 278w\" sizes=\"auto, (max-width: 1009px) 100vw, 1009px\" \/><\/a><figcaption class=\"wp-element-caption\"><em>Reps partner most often with sales operations (48%), followed by other sellers (43%) and marketing (42%)<\/em>.<\/figcaption><\/figure>\n<div id=\"61487-modal\" class=\"image-modal\" aria-hidden=\"true\" aria-labelledby=\"image-dialog-title\"><div class=\"image-modal__overlay\" tabindex=\"-1\" data-a11y-dialog-hide><\/div><div class=\"image-modal__content\" role=\"dialog\"><button class=\"image-modal__close-button\" type=\"button\" data-a11y-dialog-hide aria-label=\"Close this image dialog window\"><svg viewBox=\"0 0 26 25\" height=\"16\" width=\"16\" fill=\"currentColor\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><rect x=\".626\" y=\"22.753\" width=\"32\" height=\"3\" rx=\"1.5\" transform=\"rotate(-45 .626 22.753)\"\/><rect x=\"2.747\" y=\".125\" width=\"32\" height=\"3\" rx=\"1.5\" transform=\"rotate(45 2.747 .125)\"\/><\/svg><\/button><h1 id=\"image-dialog-title\" class=\"screen-reader-text\">Image Modal<\/h1>\n<figure class=\"wp-block-image aligncenter size-large prevent-download\"><img loading=\"lazy\" decoding=\"async\" width=\"1009\" height=\"700\" src=\"https:\/\/www.salesforce.com.go-vip.net\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Bar_P11-08-1.png?w=1009\" alt=\"A chart showing the teams that SAales most frequently partner with\" class=\"wp-image-61487\" srcset=\"https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Bar_P11-08-1.png 1009w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Bar_P11-08-1.png?w=300&amp;h=208 300w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Bar_P11-08-1.png?w=768&amp;h=533 768w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Bar_P11-08-1.png?w=264&amp;h=183 264w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Bar_P11-08-1.png?w=500&amp;h=347 500w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Bar_P11-08-1.png?w=678&amp;h=470 678w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Bar_P11-08-1.png?w=150&amp;h=104 150w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Bar_P11-08-1.png?w=278&amp;h=193 278w\" sizes=\"auto, (max-width: 1009px) 100vw, 1009px\" \/><figcaption class=\"wp-element-caption\"><em>Reps partner most often with sales operations (48%), followed by other sellers (43%) and marketing (42%)<\/em>.<\/figcaption><\/figure>\n<\/div><\/div><\/div><\/div>\n\n\n<h2 class=\"wp-block-heading\">Sales operations is tasked with increasing productivity&nbsp;<\/h2>\n\n\n\n<p>As selling gets increasingly difficult, many reps have limited time to connect with customers. Reps spend just 28% of their week actually selling, with the majority of their time consumed by other tasks like deal management and data entry.<\/p>\n\n\n<div class=\"wp-block-image\"><div class=\"wp-block-image__wrapper\">\n<figure class=\"aligncenter size-large prevent-download\"><a href=\"#\" class=\"wp-block-image__modal-toggle\" aria-expanded=\"false\" data-modal-id=\"61488-modal\"><span class=\"screen-reader-text\">Open Image Modal<\/span><img loading=\"lazy\" decoding=\"async\" height=\"437\" width=\"1024\" src=\"https:\/\/www.salesforce.com.go-vip.net\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png?w=1024\" alt=\"A pie chart showing that 72% of a Salesperson's time is spent non-selling\" class=\"wp-image-61488\" srcset=\"https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png 1756w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png?w=300&amp;h=128 300w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png?w=768&amp;h=328 768w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png?w=1024&amp;h=437 1024w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png?w=1536&amp;h=656 1536w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png?w=264&amp;h=113 264w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png?w=500&amp;h=214 500w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png?w=678&amp;h=290 678w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png?w=150&amp;h=64 150w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png?w=452&amp;h=193 452w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png?w=1218&amp;h=520 1218w\" sizes=\"auto, (max-width: 1024px) 100vw, 1024px\" \/><\/a><figcaption class=\"wp-element-caption\"><em>Sales reps spend just 28% of their time selling<\/em>.<\/figcaption><\/figure>\n<div id=\"61488-modal\" class=\"image-modal\" aria-hidden=\"true\" aria-labelledby=\"image-dialog-title\"><div class=\"image-modal__overlay\" tabindex=\"-1\" data-a11y-dialog-hide><\/div><div class=\"image-modal__content\" role=\"dialog\"><button class=\"image-modal__close-button\" type=\"button\" data-a11y-dialog-hide aria-label=\"Close this image dialog window\"><svg viewBox=\"0 0 26 25\" height=\"16\" width=\"16\" fill=\"currentColor\" xmlns=\"http:\/\/www.w3.org\/2000\/svg\"><rect x=\".626\" y=\"22.753\" width=\"32\" height=\"3\" rx=\"1.5\" transform=\"rotate(-45 .626 22.753)\"\/><rect x=\"2.747\" y=\".125\" width=\"32\" height=\"3\" rx=\"1.5\" transform=\"rotate(45 2.747 .125)\"\/><\/svg><\/button><h1 id=\"image-dialog-title\" class=\"screen-reader-text\">Image Modal<\/h1>\n<figure class=\"wp-block-image aligncenter size-large prevent-download\"><img loading=\"lazy\" decoding=\"async\" width=\"1756\" height=\"750\" src=\"https:\/\/www.salesforce.com.go-vip.net\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png?w=1024\" alt=\"A pie chart showing that 72% of a Salesperson's time is spent non-selling\" class=\"wp-image-61488\" srcset=\"https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png 1756w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png?w=300&amp;h=128 300w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png?w=768&amp;h=328 768w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png?w=1024&amp;h=437 1024w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png?w=1536&amp;h=656 1536w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png?w=264&amp;h=113 264w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png?w=500&amp;h=214 500w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png?w=678&amp;h=290 678w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png?w=150&amp;h=64 150w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png?w=452&amp;h=193 452w, https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/SALES_StateofSales_BarCharts_FINAL_Pie_P15-1.png?w=1218&amp;h=520 1218w\" sizes=\"auto, (max-width: 1756px) 100vw, 1756px\" \/><figcaption class=\"wp-element-caption\"><em>Sales reps spend just 28% of their time selling<\/em>.<\/figcaption><\/figure>\n<\/div><\/div><\/div><\/div>\n\n\n<p>The rise of sales operations as a strategic partner has emerged as a solution. Once viewed as a behind-the-scenes function, sales operations has taken center stage as organizations emphasize efficiency and cost savings. With expertise in optimizing tools and processes, sales ops professionals can give reps more time to focus on what they were hired to do: sell. At companies with a sales ops function, 65% of sales leaders now describe sales ops as key players defining strategy \u2014 up from 54% in 2020.&nbsp;<\/p>\n\n\n\n<p>One area of focus is the tech stack. In fact, sales teams use an average of <strong>10 tools to close deals<\/strong> \u2014 everything from account management solutions to forecasting applications.<strong> <\/strong>However, more does not necessarily mean better. Clicking between applications can be time consuming, and 66% of sales reps say they\u2019re overwhelmed by the number of tools.&nbsp;<\/p>\n\n\n\n<p>Leadership has taken note and is looking to address the issue. Nine out of 10<strong> <\/strong>sales organizations plan to consolidate their tech stack in the next 12 months to create greater efficiencies and give sellers their time back.<\/p>\n\n\n\n<aside class=\"contextual-driver has-text-align-left contextual-driver--einstein\">\n\t<header class=\"tidbit-header\">\n\t\t<h2 class=\"tidbit-head\">\n\t\t\tIntroducing the Salesforce Stat Library\t\t<\/h2>\n\t<\/header>\n\t<div class=\"tidbit-body\">\n\t\t<p>Find the right stat for any story in our searchable research database.<\/p>\t<\/div>\n\t\t\t<p class=\"tidbit-link label\">\n\t\t\t<a class=\"label has-right-arrow has-right-arrow--small\" href=\"https:\/\/www.salesforce.com\/news\/stat-library\/\" target=\"_blank\">\n\t\t\t\t<span>CHECK IT OUT<\/span>\n\t\t\t\t<svg xmlns=\"http:\/\/www.w3.org\/2000\/svg\" viewBox=\"0 0 14 10\">\n\t<path d=\"M13.92 5.38a1 1 0 000-.76.9.9 0 00-.17-.26.25.25 0 000-.07l-4-4a1 1 0 00-1.46 1.42L10.59 4H1.07a1 1 0 000 2h9.52l-2.3 2.29a1 1 0 000 1.42 1 1 0 001.42 0l4-4a.25.25 0 000-.07.9.9 0 00.21-.26z\" \/>\n<\/svg>\n\t\t\t<\/a>\n\t\t<\/p>\n\t\t\t\t<img class=\"tidbit img-einstein\"\n\t\tsrcset=\"\n\t\t\thttps:\/\/www.salesforce.com\/news\/wp-content\/themes\/newsroom\/assets\/images\/article-tidbit-einstein-large@0.5x.png 84w,\n\t\t\thttps:\/\/www.salesforce.com\/news\/wp-content\/themes\/newsroom\/assets\/images\/article-tidbit-einstein-large@1x.png 168w,\n\t\t\thttps:\/\/www.salesforce.com\/news\/wp-content\/themes\/newsroom\/assets\/images\/article-tidbit-einstein-large@2x.png 336w\n\t\t\"\n\t\tsrc=\"https:\/\/www.salesforce.com\/news\/wp-content\/themes\/newsroom\/assets\/images\/article-tidbit-einstein-large@1x.png\"\n\t\talt=\"Illustration of einstein\"\n\t\tsizes=\"(min-width:1024px) 175px, 130px\"\n\t>\n\t<\/aside>\n\n\n\n\n<h2 class=\"wp-block-heading\">Leaders strive to make every rep a star player<\/h2>\n\n\n\n<p>With tightening resources and headcount, retaining and maximizing the productivity of each seller is especially important to the bottom line. Today, voluntary quit rates \u2014 while trending down \u2014 are near a <a href=\"https:\/\/tradingeconomics.com\/united-states\/job-quits-rate#:~:text=Job%20Quits%20Rate%20in%20the%20United%20States%20averaged%201.99%20Percent,United%20States%20Job%20Quits%20Rate\" target=\"_blank\" rel=\"noreferrer noopener\">historic high<\/a>, and almost one in four reps is looking for or planning to look for a new job within 12 months.<\/p>\n\n\n<div class=\"tableau-viz-embed-container \">\n\t<tableau-viz\n\t\tclass=\"tableau-viz-embed\"\n\t\tsrc=\"https:\/\/public.tableau.com\/views\/SalesProfessionalsPlansRegardingSeekingNewEmployment\/SalesProfessionalsPlansRegardingSeekingNewEmployment?:language=en-US&#038;:display_count=n&#038;:origin=viz_share_link\"\n\t\ttoolbar=\"hidden\"\n\t\thide-tabs\n\t><\/tableau-viz>\n<\/div>\n\n\n\n<p>The dilemma: workers continue to leave their jobs at high rates, yet funds for hiring back-fills are being squeezed. Already, 85% of sales leaders say they struggle to get budget for needed headcount.&nbsp;<\/p>\n\n\n\n<p>The collision of attrition and hiring freezes has put companies on the alert. Sales leaders say they are tackling turnover by increasing benefits and providing greater location and schedule flexibility. This means that companies will need to quickly ramp up new sellers and work to speed their enablement.<\/p>\n\n\n\n<p>Notably, 1:1 coaching is infrequent at many organizations, with only 26% of sales professionals receiving it at least weekly. While coaching software can supplement this 1:1 attention, only 53% of sales leaders use such solutions.<\/p>\n\n\n\n<h2 class=\"wp-block-heading\">How sales can adapt to a new landscape<\/h2>\n\n\n\n<p>It comes as no surprise that sales teams are under the microscope. In fact, this new sales research shows that only 17% of sellers expect their team to hit its full quota this year.&nbsp;<\/p>\n\n\n\n<p>Nevertheless, there is a bright side \u2013 75% of sales professionals are confident in their sales organization\u2019s ability to retrain reps for a new selling landscape. Consolidating tech stacks and creating more time for dedicated coaching may help teams meet tough targets in a tightening market.<\/p>\n\n\n\n<h3 class=\"wp-block-heading\">More information:<\/h3>\n\n\n\n<ul class=\"wp-block-list\">\n<li>Read the full State of Sales report <a href=\"https:\/\/www.salesforce.com\/resources\/research-reports\/state-of-sales\/\" target=\"_blank\" rel=\"noreferrer noopener\">here<\/a>.<\/li>\n\n\n\n<li>Read how Salesforce and Slack are making selling together faster <a href=\"https:\/\/www.salesforce.com\/blog\/sales-cloud-slack\" target=\"_blank\" rel=\"noreferrer noopener\">here<\/a>.<\/li>\n\n\n\n<li>Learn more about Sales Cloud <a href=\"https:\/\/www.salesforce.com\/products\/sales-cloud\/overview\/\" target=\"_blank\" rel=\"noreferrer noopener\">here<\/a>.<\/li>\n<\/ul>\n\n\n\n<h3 class=\"wp-block-heading\">Methodology:&nbsp;<\/h3>\n\n\n\n<p>Data in this report are from a double-anonymous survey conducted from Aug. 24, 2022, through Sept. 30, 2022. The survey generated 7,775 responses from a range of sales professionals from across North America, Latin America, Asia-Pacific, and Europe. All respondents are third-party panelists. See page 23 of the report for further survey demographics. Due to rounding, not all percentage totals in this report equal 100%. Comparison calculations are made from total numbers (not rounded numbers).<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Key Takeaways Quick take: Salesforce surveyed more than 7,700 sales professionals from 38 countries to uncover how sales organizations are optimizing tech for peak efficiency, addressing customers\u2019 increasing demands, and maximizing rep productivity to drive success now.&nbsp; Sales teams are in a challenging moment, and fewer than three out of 10 sellers expect their team [&hellip;]<\/p>\n","protected":false},"author":0,"featured_media":61489,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"sf_subhead":"","sf_i18n_disclaimer":false,"_jetpack_memberships_contains_paid_content":false,"alternateThumbnailId":0,"sf_product_cta_id":0,"footnotes":""},"categories":[1],"tags":[],"sf_content_type":[1728],"sf_theme":[1912],"sf_topic":[1726,1745],"sf_product":[2363],"sf_industry":[],"sf_role":[],"sf_multimedia_asset":[],"sf_location":[1798],"sf_collection":[2614,2695],"sf_visibility":[],"coauthors":[],"class_list":["post-61283","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-uncategorized","sf_content_type-snapshots","sf_theme-digital-transformation","sf_topic-digital-transformation","sf_topic-sales","sf_product-customer-360","sf_location-global","sf_collection-success-now","sf_collection-world-tour-nyc-2022"],"yoast_head":"<!-- This site is optimized with the Yoast SEO Premium plugin v27.2 (Yoast SEO v27.2) - https:\/\/yoast.com\/product\/yoast-seo-premium-wordpress\/ -->\n<title>New Research Reveals Sales Reps Need a Productivity Overhaul \u2013 Spend Less than 30% Of Their Time Actually Selling - Salesforce<\/title>\n<meta name=\"description\" content=\"Key Takeaways With nearly 70% of sales reps saying they\u2019re overwhelmed by the number of tools, 9 out of 10 sales organizations plan to consolidate their\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"New Research Reveals Sales Reps Need a Productivity Overhaul \u2013 Spend Less than 30% Of Their Time Actually Selling\" \/>\n<meta property=\"og:description\" content=\"Key Takeaways With nearly 70% of sales reps saying they\u2019re overwhelmed by the number of tools, 9 out of 10 sales organizations plan to consolidate their\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/\" \/>\n<meta property=\"og:site_name\" content=\"Salesforce\" \/>\n<meta property=\"article:publisher\" content=\"https:\/\/www.facebook.com\/salesforce\/\" \/>\n<meta property=\"article:published_time\" content=\"2022-12-08T14:00:00+00:00\" \/>\n<meta property=\"article:modified_time\" content=\"2024-09-16T18:21:26+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/Snapshot_-State-of-Sales.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"1200\" \/>\n\t<meta property=\"og:image:height\" content=\"675\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:creator\" content=\"@salesforcenews\" \/>\n<meta name=\"twitter:site\" content=\"@salesforcenews\" \/>\n<meta name=\"twitter:label1\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data1\" content=\"6 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"NewsArticle\",\"@id\":\"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/#article\",\"isPartOf\":{\"@id\":\"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/\"},\"author\":{\"name\":\"\",\"@id\":\"\"},\"headline\":\"New Research Reveals Sales Reps Need a Productivity Overhaul \u2013 Spend Less than 30% Of Their Time Actually Selling\",\"datePublished\":\"2022-12-08T14:00:00+00:00\",\"dateModified\":\"2024-09-16T18:21:26+00:00\",\"mainEntityOfPage\":{\"@id\":\"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/\"},\"wordCount\":1287,\"publisher\":{\"@id\":\"https:\/\/www.salesforce.com\/news\/#organization\"},\"image\":{\"@id\":\"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/Snapshot_-State-of-Sales.jpg\",\"inLanguage\":\"en-US\"},{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/\",\"url\":\"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/\",\"name\":\"New Research Reveals Sales Reps Need a Productivity Overhaul \u2013 Spend Less than 30% Of Their Time Actually Selling - Salesforce\",\"isPartOf\":{\"@id\":\"https:\/\/www.salesforce.com\/news\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/Snapshot_-State-of-Sales.jpg\",\"datePublished\":\"2022-12-08T14:00:00+00:00\",\"dateModified\":\"2024-09-16T18:21:26+00:00\",\"description\":\"Key Takeaways With nearly 70% of sales reps saying they\u2019re overwhelmed by the number of tools, 9 out of 10 sales organizations plan to consolidate their\",\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/#primaryimage\",\"url\":\"https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/Snapshot_-State-of-Sales.jpg\",\"contentUrl\":\"https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/Snapshot_-State-of-Sales.jpg\",\"width\":1200,\"height\":675,\"caption\":\"Front cover of State of Sales, with assorted charts\"},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/www.salesforce.com\/news\/#website\",\"url\":\"https:\/\/www.salesforce.com\/news\/\",\"name\":\"Salesforce\",\"description\":\"Get the latest Salesforce press releases, announcements, stories, and media contacts. See today\u2019s CRM news.\",\"publisher\":{\"@id\":\"https:\/\/www.salesforce.com\/news\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/www.salesforce.com\/news\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Organization\",\"@id\":\"https:\/\/www.salesforce.com\/news\/#organization\",\"name\":\"Salesforce\",\"url\":\"https:\/\/www.salesforce.com\/news\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.salesforce.com\/news\/#\/schema\/logo\/image\/\",\"url\":\"https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2020\/08\/default.jpg\",\"contentUrl\":\"https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2020\/08\/default.jpg\",\"width\":1200,\"height\":630,\"caption\":\"Salesforce\"},\"image\":{\"@id\":\"https:\/\/www.salesforce.com\/news\/#\/schema\/logo\/image\/\"},\"sameAs\":[\"https:\/\/www.facebook.com\/salesforce\/\",\"https:\/\/x.com\/salesforcenews\",\"https:\/\/www.linkedin.com\/company\/salesforce\/\"]}]}<\/script>\n<!-- \/ Yoast SEO Premium plugin. -->","yoast_head_json":{"title":"New Research Reveals Sales Reps Need a Productivity Overhaul \u2013 Spend Less than 30% Of Their Time Actually Selling - Salesforce","description":"Key Takeaways With nearly 70% of sales reps saying they\u2019re overwhelmed by the number of tools, 9 out of 10 sales organizations plan to consolidate their","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/","og_locale":"en_US","og_type":"article","og_title":"New Research Reveals Sales Reps Need a Productivity Overhaul \u2013 Spend Less than 30% Of Their Time Actually Selling","og_description":"Key Takeaways With nearly 70% of sales reps saying they\u2019re overwhelmed by the number of tools, 9 out of 10 sales organizations plan to consolidate their","og_url":"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/","og_site_name":"Salesforce","article_publisher":"https:\/\/www.facebook.com\/salesforce\/","article_published_time":"2022-12-08T14:00:00+00:00","article_modified_time":"2024-09-16T18:21:26+00:00","og_image":[{"width":1200,"height":675,"url":"https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/Snapshot_-State-of-Sales.jpg","type":"image\/jpeg"}],"twitter_card":"summary_large_image","twitter_creator":"@salesforcenews","twitter_site":"@salesforcenews","twitter_misc":{"Est. reading time":"6 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"NewsArticle","@id":"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/#article","isPartOf":{"@id":"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/"},"author":{"name":"","@id":""},"headline":"New Research Reveals Sales Reps Need a Productivity Overhaul \u2013 Spend Less than 30% Of Their Time Actually Selling","datePublished":"2022-12-08T14:00:00+00:00","dateModified":"2024-09-16T18:21:26+00:00","mainEntityOfPage":{"@id":"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/"},"wordCount":1287,"publisher":{"@id":"https:\/\/www.salesforce.com\/news\/#organization"},"image":{"@id":"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/#primaryimage"},"thumbnailUrl":"https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/Snapshot_-State-of-Sales.jpg","inLanguage":"en-US"},{"@type":"WebPage","@id":"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/","url":"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/","name":"New Research Reveals Sales Reps Need a Productivity Overhaul \u2013 Spend Less than 30% Of Their Time Actually Selling - Salesforce","isPartOf":{"@id":"https:\/\/www.salesforce.com\/news\/#website"},"primaryImageOfPage":{"@id":"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/#primaryimage"},"image":{"@id":"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/#primaryimage"},"thumbnailUrl":"https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/Snapshot_-State-of-Sales.jpg","datePublished":"2022-12-08T14:00:00+00:00","dateModified":"2024-09-16T18:21:26+00:00","description":"Key Takeaways With nearly 70% of sales reps saying they\u2019re overwhelmed by the number of tools, 9 out of 10 sales organizations plan to consolidate their","inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.salesforce.com\/news\/stories\/sales-research-2023\/#primaryimage","url":"https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/Snapshot_-State-of-Sales.jpg","contentUrl":"https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/Snapshot_-State-of-Sales.jpg","width":1200,"height":675,"caption":"Front cover of State of Sales, with assorted charts"},{"@type":"WebSite","@id":"https:\/\/www.salesforce.com\/news\/#website","url":"https:\/\/www.salesforce.com\/news\/","name":"Salesforce","description":"Get the latest Salesforce press releases, announcements, stories, and media contacts. See today\u2019s CRM news.","publisher":{"@id":"https:\/\/www.salesforce.com\/news\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.salesforce.com\/news\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https:\/\/www.salesforce.com\/news\/#organization","name":"Salesforce","url":"https:\/\/www.salesforce.com\/news\/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.salesforce.com\/news\/#\/schema\/logo\/image\/","url":"https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2020\/08\/default.jpg","contentUrl":"https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2020\/08\/default.jpg","width":1200,"height":630,"caption":"Salesforce"},"image":{"@id":"https:\/\/www.salesforce.com\/news\/#\/schema\/logo\/image\/"},"sameAs":["https:\/\/www.facebook.com\/salesforce\/","https:\/\/x.com\/salesforcenews","https:\/\/www.linkedin.com\/company\/salesforce\/"]}]}},"jetpack_featured_media_url":"https:\/\/www.salesforce.com\/news\/wp-content\/uploads\/sites\/3\/2022\/12\/Snapshot_-State-of-Sales.jpg","jetpack_sharing_enabled":true,"distributor_meta":false,"distributor_terms":false,"distributor_media":false,"distributor_original_site_name":"Salesforce","distributor_original_site_url":"https:\/\/www.salesforce.com\/news","push-errors":false,"_links":{"self":[{"href":"https:\/\/www.salesforce.com\/news\/wp-json\/wp\/v2\/posts\/61283","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.salesforce.com\/news\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.salesforce.com\/news\/wp-json\/wp\/v2\/types\/post"}],"replies":[{"embeddable":true,"href":"https:\/\/www.salesforce.com\/news\/wp-json\/wp\/v2\/comments?post=61283"}],"version-history":[{"count":7,"href":"https:\/\/www.salesforce.com\/news\/wp-json\/wp\/v2\/posts\/61283\/revisions"}],"predecessor-version":[{"id":76493,"href":"https:\/\/www.salesforce.com\/news\/wp-json\/wp\/v2\/posts\/61283\/revisions\/76493"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.salesforce.com\/news\/wp-json\/wp\/v2\/media\/61489"}],"wp:attachment":[{"href":"https:\/\/www.salesforce.com\/news\/wp-json\/wp\/v2\/media?parent=61283"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.salesforce.com\/news\/wp-json\/wp\/v2\/categories?post=61283"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.salesforce.com\/news\/wp-json\/wp\/v2\/tags?post=61283"},{"taxonomy":"sf_content_type","embeddable":true,"href":"https:\/\/www.salesforce.com\/news\/wp-json\/wp\/v2\/sf_content_type?post=61283"},{"taxonomy":"sf_theme","embeddable":true,"href":"https:\/\/www.salesforce.com\/news\/wp-json\/wp\/v2\/sf_theme?post=61283"},{"taxonomy":"sf_topic","embeddable":true,"href":"https:\/\/www.salesforce.com\/news\/wp-json\/wp\/v2\/sf_topic?post=61283"},{"taxonomy":"sf_product","embeddable":true,"href":"https:\/\/www.salesforce.com\/news\/wp-json\/wp\/v2\/sf_product?post=61283"},{"taxonomy":"sf_industry","embeddable":true,"href":"https:\/\/www.salesforce.com\/news\/wp-json\/wp\/v2\/sf_industry?post=61283"},{"taxonomy":"sf_role","embeddable":true,"href":"https:\/\/www.salesforce.com\/news\/wp-json\/wp\/v2\/sf_role?post=61283"},{"taxonomy":"sf_multimedia_asset","embeddable":true,"href":"https:\/\/www.salesforce.com\/news\/wp-json\/wp\/v2\/sf_multimedia_asset?post=61283"},{"taxonomy":"sf_location","embeddable":true,"href":"https:\/\/www.salesforce.com\/news\/wp-json\/wp\/v2\/sf_location?post=61283"},{"taxonomy":"sf_collection","embeddable":true,"href":"https:\/\/www.salesforce.com\/news\/wp-json\/wp\/v2\/sf_collection?post=61283"},{"taxonomy":"sf_visibility","embeddable":true,"href":"https:\/\/www.salesforce.com\/news\/wp-json\/wp\/v2\/sf_visibility?post=61283"},{"taxonomy":"author","embeddable":true,"href":"https:\/\/www.salesforce.com\/news\/wp-json\/wp\/v2\/coauthors?post=61283"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}