I hear this all the time – sales people are lazy.
Google "are sales people lazy" & you'll see all types of "sales gurus" clucking their tongues, stroking their beards, & talking about how "These kids today don’t want to prospect, they don’t want to call, they don’t want to work."
Because of this "expertise" sales managers spend allot of time “motivating” sales teams (2nd Prize Gets Steak Knives) trying to whip sales people into shape.
But privately, sales managers would tell you their salespeople already work 50-60 hours a week.
- 21% of their day writing emails
- 17% entering data
- 17% prospecting and researching leads
- 12% going to internal meetings
- 12% scheduling calls.
This leaves less than 1/4th of their time for "selling” activities. Fun Fact: 50% of a modern #b2b salesperson's time is wasted doing "stuff" that SIMPLY doesn’t work anymore.
Don't believe me? Are your reps offering HUGE discounts this month to simply MAKE the org's YE forecast?
These "kids" aren't lazy. They're just doing the wrong things.
Why are they doing the wrong things? Well, that secret gets told tomorrow.