Why is 78% of Sales Rep Time Spent on Non-Selling Activities?
Why is 78% of Sales Rep Time Spent on Non-Selling Activities?
Learn what to do about it.
In this interview, Glenn Davis Sr. Vice President of Growth Execution and Client Retention at Optum, part of UnitedHealth Group, discusses with host Patrick Morrissey the state of sales professionalism today. He points out sales reps spend only 22% of their time with the prospect/customer and what to do about it. He questions and answers why the level of sales professionalism seems to be dropping with both sales reps and managers. In addition, they discuss:
- How technology is affecting selling
- How to engage with the prospects
- Why there seems to be so little sales training
- Why there seems to be a loss in the art and discipline of selling
- What’s happened to questioning skills?
- How to stay on top of the changing nature of sales
About Glenn Davis
Glenn Davis is a Senior Executive with extensive and successful experience in all areas of growth and growth leadership. He has an impressive track record leading and developing growth teams with extensive experience in sales, large client development and growth operations. His teams have been transformative forces driving profound results using client focus and high accountability as key drivers of achievement.
November 14, 2018
More resources
More resources
When the Answer Finds You: Scaling Support with Karen Holliday
When the Answer Finds You: Scaling Support with Karen Holliday
Imagine a support agent lost in a maze—too many tools, not enough answers, and frustration simmering on both ends of the line. What if the right answer could appear before the question is even finished, using tech designed for knowledge to flow effortlessly? Join Karen Holliday, VP of Services and Support, as she dives into where support systems break down, and how integrating Knowledge-Centered Service can truly change a company’s culture.
The Culture of Knowing: Why Knowledge Management Isn’t Always About Answers with Lana Kosnik
The Culture of Knowing: Why Knowledge Management Isn’t Always About Answers with Lana Kosnik
Feeling swamped by scattered information and longing for real knowledge flow? Join our KCS expert, Lana Kosnik, as she explores the pivotal role of people and collaboration in making organizational knowledge truly work through the power of KCS and AI-powered knowledge.
The Knowledge Imperative: How AI is Reshaping the Way We Work with Stephen Harley and Adam Obrentz
The Knowledge Imperative: How AI is Reshaping the Way We Work with Stephen Harley and Adam Obrentz
Drowning in Data, Starved for Answers? Discover how leading experts Stephen Harley and Adam Obrentz are tackling the critical challenge of making organizational knowledge truly work. In this insightful episode, learn about the evolution of knowledge management in the age of omnichannel support and the revolutionary impact of AI. Uncover strategies to move beyond fragmented information and unlock a competitive advantage by delivering the right knowledge, exactly when and where it's needed. Plus, get a glimpse into the exciting future of the RightAnswers platform.