Most Organizations Suffer from the Sales Execution Gap
Sales reps only spend one-third of their time selling. It’s easy to see why. They are bogged down with manual, administrative tasks, such as adding prospects to the CRM, taking meeting notes, and tracking activities across various tools and spreadsheets.
This also creates limited visibility for their managers who need to assess:
- What's working, and what's not
- Where reps need guidance or support to move the deal forward
Without these insights, managers must rely on their reps’ perception of how things are going to assess pipeline health and determine next steps.
Making decisions without data or visibility leads to slower onboarding, competing priorities, arbitrary sales goals, missed opportunities — and no clear understanding of why.
We call this the Sales Execution Gap.