How long, each day, do sales people spend doing their job?
Graham Hawkins recently wrote an article in which he pointed out that if salespeople are spending a mere 22% of their time selling, is it any wonder so many of them are missing target? He thinks the 22% figure is the biggest problem in sales right now. While I tend to agree with most of Graham's thoughts, and I certainly did with the rest of his article, that figure got stuck in my head. It's just far too high. To justify my thoughts I decided I had better detail, what I beli