Go to Market Strategy – The Cost of B2B Direct Selling
Although the sales function is a critical component of the go to market strategy and the lifeblood of any business, most direct sales people spend precious little time actually selling, even though the annual cost of a direct sales representative is very high. Incremental changes in the amount of time a direct sales rep spends on core selling activities will have a positive impact on the business.
Sales Renewal’s insight:
Increasing the amount of time a salesperson spends on selling is one of the main rationales for marketing (and is big part of how it pays for itself).
Their numbers indicate that having salespeople doing what marketing should do (generate demand and qualified leads) costs $418 per rep per day!
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