Getting B2B sales to sell: Reduce dead sales time with digital processes

Our benchmarks show that B2B sales teams only spend around 36 percent of their time on active sales tasks. Reducing dead sales time by creating lean and automatable sales processes offers great potential to improve sales efficiency and drive growth. In five steps, you can achieve these goals by creating a digitally-enabled B2B sales process that works for you.  

Typically, only 36 percent of a B2B sales team's resources are directed towards active sales activities. This includes interactions with clients, nurturing relationships, and executing sales. Meanwhile, an overwhelming 46 percent of the resources are devoted to non-selling tasks, such as processing requests and managing existing orders. An additional 18 percent is absorbed by administrative duties (yes, that includes deciphering travel expense forms).  

Essentially, sales teams allocate 64 percent of their time to activities that do not directly foster growth — in other…