This guest post was contributed by Julie Thomas, CEO of ValueSelling Associates. A sales process doesn’t work unless you work it. Easier said than done, especially in these challenging times. The amount of time that salespeople spend actually selling has been decreasing consistently since I started selling 25 years ago. Research validates this, showing that salespeople are not as productive as they could be. LinkedIn’s State of Sales report found that salespeople spend only 37.67% of their time selling. One of the primary drivers of this troubling statistic is the amount of […] Related Stories* 6 Ways to Improve Sales Productivity without Increasing Headcount * This Week’s Big Deal: Sales Operations, or Revenue Ops? * Here’s Where Sales Leaders Should Focus in 2020, According to Experts