Infographic produced in collaboration with SellingPower.com illuminating seven common obstacles in the way of sales productivity, and solutions you can implement to overcome them.

1. Barriers
to Sales
Productivity –
and what you
can do about it7
The
A Infographic sponsored by Pramata®

2. 1. SALESPEOPLE SPEND TOO MUCH TIME
ON NON-SELLING ACTIVITIES
CHALLENGE: 65% of salespeople’s time is
spent on non-selling activities
RESEARCH: Sirius Decisions
SOLUTION: Minimize the
time sales professionals
spend doing research and
chasing data – provide
them with more and better
information about their
customer relationships.
65%
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3. 2. SELLERS ARE POORLY PREPARED FOR
CUSTOMER CONVERSATIONS
CHALLENGE: 58% of buyers say that
salespeople can’t answer their questions
effectively.
RESEARCH: Cahner’s Research
SOLUTION: Ensure salespeople
have complete, accurate and up-to-
date information to prepare for and
engage in meaningful conversations.
Timing is key: salespeople need the
right information at the right moment
and the right stage of the customer
conversation.
58%
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4. 3. SALES REPS’ FORECASTS ARE
CHRONICALLY OVERSTATED
CHALLENGE: Only 45.7% of forecasted
deals close
RESEARCH: CSO Insights
SOLUTION: Arm your sales
team with accurate and up-to-
date information about what the
customer has purchased and paid
for, renewal dates, T’s & C’s to
improve forecast reliability.
45.7%
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5. 4. MORE BUYERS SELF-EDUCATE
CHALLENGE: By 2020 just 15% of the
interactions between businesses will
involve humans
RESEARCH: Gartner Group
SOLUTION: Create a two-part
strategy: One, invest in technologies
that help buyers get the information
they need to make informed
decisions. Two, invest in solutions that
ensure your sales team has complete,
accurate and up-to-date information
about every dimension and facet of
the customer relationship.
15%
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6. 5. LOW RETENTION LOWERS PRODUCTIVITY
CHALLENGE: A five percent increase
in customer churn can impact your
profitability as much as 75 %
RESEARCH: Bain & Company
SOLUTION: Identify,
monitor and manage
the metrics that drive
customer satisfaction and
retention. Rethink how
you engage current
customers and improve
user adoption.
75%
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7. 6. SALES GROWTH DEPENDS ON
DEVELOPING THE SWEET SPOT WITHIN
YOUR CUSTOMER BASE
CHALLENGE: 80% of your company’s
future revenue will come from 20% of
your existing customers.
RESEARCH: Gartner Group
SOLUTION: Track the top 20%
of your customer base and
build programs to deepen your
connections and expand your
relationships within these high
revenue generating accounts.
80%
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8. 7. FOCUSING ON NEW CUSTOMERS AT THE
EXPENSE OF CURRENT CUSTOMERS CAN
LOWER PRODUCTIVITY
CHALLENGE: It requires more sales
resources and costs 5x to acquire a
new customer than to keep a current
customer.
RESEARCH: Lee Resource Inc.
SOLUTION: Help your sales team
be more productive and retain
more customers by providing
them with a 360-degree view of
the customer and the tools to
engage her.
5x
A Infographic sponsored by Pramata®