The organizational structure is not in order, and time is spent on other things besides

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A lack of organizational structure and time spent on things other than customer service is a common issue faced by many companies. According to Salesforce's "Sales State of the Fifth Edition ," sales representatives only have 28% of their week to spend on direct sales activities.

Business hours allocation

Source: Latest Sales Trends, 5th Edition | Salesforce

The current situation is that the remaining time is taken up by netherlands consumer email list non-sales tasks such as inputting and managing customer data, creating reports, and internal meetings. In this way, sales representatives are burdened with many tasks and are unable to concentrate on the sales activities they should be doing. For this reason, organizations are being asked to shift from a self-contained sales style to a "systematic sales style." This will allow each sales representative to focus on their strengths, and is expected to improve the sales efficiency of the organization as a whole.

There is no information sharing
As team work becomes more common, insufficient sharing and handover of customer information will increase communication costs and reduce sales productivity. For example, if information such as the content of the previous business negotiation, customer requests, and problems is not shared, the same information will need to be confirmed again at the next business negotiation, which may lead to customer dissatisfaction and distrust, such as "I told you about it before, but...". In addition, a lack of information sharing increases the risk of misunderstandings and troubles between sales representatives. To resolve these issues, it is effective to introduce digital tools and set up a place for regular information sharing. In fact, according to a "Survey on the Use of Data in Sales Activities" conducted by Sansan Co., Ltd., over 80% of people want to use customer data collected by other departments and external corporate data in sales activities, which shows that there is a great desire for sales activities that utilize data in the sales field.

Sales data utilization IT tools

Source: Survey on the use of data in sales activities | Sansan Inc.