Sources

1 http://go.iko-system.com/rs/ikosystemtrial2/images/eBook_Crazy_sales_figures_IKO.pdf

2 https://www.lattice-engines.com/blog/drowning-data-new-research-reveals-sales-reps-struggling-keep

3 https://www.lattice-engines.com/about/news/new-survey-

reveals-how-big-data-solves-the-lead-generation-battle-between-sales-and-marketing

4 http://www.marketingcharts.com/online/big-data-said-to-have-big-potential-for-sales-22889/

5 http://www.marketingprofs.com/opinions/2015/27725/the-three-biggest-challenges-of-todays-sales-reps

6 https://www.salesforce.com/blog/2013/08/sales-managers-performance.html

7 https://www.salesforce.com/blog/2015/01/state-sales-productivity-infographic-gp.html

8 http://www.zoominfo.com/blog/data-decay-is-your-b2b-database-full-of-rotten-apples-infographic/

ZoomInfo can help you maintain an accurate contact database and

spend less time researching and more time selling. For more informa-

tion, visit www.zoominfo.com or call 855-904-9666.

This costs money & results in missed opportunities.

Only 52% of sales profession-

als feel they are effective at

accessing key players in the

buyer’s organization.

89% of survey respondents

said their company has missed

opportunities because sales

reps could not leverage all the

information available to them.

Bad data costs U.S. businesses more

than $611 billion each year.

$611b

Sales teams spend a significant amount of time on research &other non-selling activities.

A 32% of time is spent searching for missing data &

manually entering it into their CRM.

B Up to 24% of time is spent researching prospects.

C, D In total, sales reps spend 41% of their time selling and

59% of their time on other activities, including internal

meetings and administrative tasks.

Even if you think your sales reps are working with complete &accurate data, think again.

A 30% of people change jobs

B 43% of people change phone numbers

C 37% of people change email addresses

D 60% of peoples change titles and/

or job function

E 34% of companies change their names

10

20

30

40

50

60EVERY YEAR:

But how is this possible if sales reps are missing key contact& background information on prospects?

82% of sales reps

feel challenged by

the amount of data

& time it takes to

research a prospect.

80% of sales reps

said they feel

somewhat or very

challenged by the

amount of data

available.

42% of sales reps

feel they do not

have the right

information before

making a sales call.

Reps may research as many as 15 differ-

ent sources to find information on

prospects.

Every sales team wants to increase productivity and focus on driving more revenue.

A new sales rep takes 7-9 months to be fully productive.

The typical organization spends $24,000 per person on

improving productivity.

$

$

$

$

$

$

$

$

$

$

$

$

$

$

$

$

$

$

$

$

$

$

$

$

79% of companies believe improving productivity of

existing reps is a top driver of hitting higher

revenue targets.

79%

How to Increase Your Sales Productivity & Stop Wasting Time