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

Keeping Your Knowledge Compliant for Ever-Changing Systems and Regulations With Rosemary Kirk

Maintaining compliance in healthcare’s constantly changing systems and evolving regulations can be a lot for any organization. In this podcast, our own Rosemary Kirk discusses the challenges that come up for healthcare organizations as they navigate the world of staying inside the official parameters. She also goes into what’s needed to provide quality care and for the healthcare industry to run smoothly.

Read more

Trends, Tools, and Human-Centered AI at KMWorld with Stin Mattu

Following this year’s KMWorld, we took a dive into what everybody on the show floor was talking about and more with our own Stin Mattu. In this podcast episode, he breaks down the big topic on everyone’s mind at the event—artificial intelligence (AI). Now while AI can do so many things, Stin assures us there will likely always be a human in the loop and highlights how that comes to light with well-organized knowledge and a great search tool.

Read more

Frost & Sullivan’s 2023 Customer Contact West: Highlights and Trends for Contact Centers with Shelly Lindstrom

In its 19th annual Customer Contact West event for its Executive MindXchange, Frost & Sullivan seeks to have meaningful conversations about the contact center tools and insights for success. This year, Upland Software not only secured a speaker slot with a customer, it also had a booth where insightful conversations were had. To give us a peek into the event, Shelly Lindstrom sat down with our Connected Knowledge podcast.

Read more