{"id":1080,"date":"2014-10-16T15:27:00","date_gmt":"2014-10-16T15:27:00","guid":{"rendered":"https:\/\/www.microsoft.com\/en-us\/dynamics-365\/blog\/2014\/10\/16\/businesses-need-to-let-salespeople-sell\/"},"modified":"2025-04-21T09:34:53","modified_gmt":"2025-04-21T16:34:53","slug":"businesses-need-to-let-salespeople-sell","status":"publish","type":"post","link":"https:\/\/www.microsoft.com\/en-us\/dynamics-365\/blog\/business-leader\/2014\/10\/16\/businesses-need-to-let-salespeople-sell\/","title":{"rendered":"Sales Productivity Series: Businesses Need to Let Salespeople Sell"},"content":{"rendered":"

Companies hire salespeople to drive revenue, but it turns out that the majority of sales reps spend very little of their time actually doing the jobs they were hired to do. According to Pace Productivity, just 22% of a typical sales rep\u2019s week is focused on selling.
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Let\u2019s face it\u2014reps can\u2019t close if they\u2019re hamstrung by inefficient processes, left out of the conversation initiated by marketing, or simply distracted by time-sucking administrative tasks.<\/p>\n

What\u2019s more, considering that sales reps are often not looped in until buyers are two-thirds of the way though the decision-making process, sales productivity matters now more than ever. In other words, salespeople need to free up as much of their time as possible to focus on selling.<\/p>\n

So how can organizations set their sales teams up to succeed? Give them the tools, guidance and support they need to do what they do best: sell. In this blog series, we\u2019ll explore ways to do just that, with a focus on the trends shaping today\u2019s buying\u2014and selling\u2014process:<\/p>\n