Ask salespeople and they’ll tell you: They don’t have enough time in the day to sell. That’s not because the laws of physics cause salespeople to move through time faster than the rest of us — it’s because salespeople are pulled in many directions over the course of a day, cutting into their selling time. Actual selling takes up just 36 percent of the average salesperson’s time, a recent Salesforce study indicated. Another recent study found only about one-third of the average salesperson’s time was spent with customers.
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