In our last post, we noted that over 75% of sales executives feel unprepared for the future, overwhelmed by the vast number of AI sales tools. By reshaping organizations, leaders can leverage AI technologies, develop essential AI skills, and foster a culture that empowers their teams to seamlessly integrate these innovations into established best practices.
We believe AI won’t replace people but can handle parts of jobs, letting workers focus on relationship-building and problem-solving. In fact, AI could potentially double each salesperson's selling time, effectively doubling team capacity without new hires.
Get a quick overview below, or dive into the full blog post here!
Every Seller On Your Team Only Spends 10 Hours a Week Actually Selling
We partnered with Ipsos, a global research firm, and asked over 2,000 sellers globally how they spend their time during an average week and to assign percentages of time they spend on 6 activities: selling, training, internal meetings, researching customers and prospects, administrative tasks, and updating their CRM. The list was randomized and respondents were required to account for a full 40 hour week.
Administrative Tasks Are Time Consuming and Diverting Precious Time Away from Selling
The fact is that most sales teams are swamped with tedious, time-consuming tasks that are distracting sellers from the most important job that they have—having conversations and building relationships with buyers.
“Non-selling tasks contribute to our success with selling tasks, but it's the selling tasks that actually create revenue and opportunity. When there are AI tools available to help relieve the load of admin tasks, salespeople can focus on actions that grow our businesses.”
-Hannah Ajikawo, the CEO and Founder of Revenue Funnel and LinkedIn for Sales Influencer
Unlocking More Selling Time is THE New Competitive Advantage
The LinkedIn Economic Graph team found that a staggering 59% of sales skills can be augmented by AI including cold calling, inside sales, and sales processes. By leveraging AI to streamline crucial functions like researching customers and prospects, updating CRM systems, and managing administrative work, sales teams can potentially reclaim an additional 29% of their time. This shift could free up approximately 11.5 hours per week, doubling their selling time from 10 hours a week to over 20 hours a week.
“This approach is about enhancing productivity and providing the guidance sellers crave to boost their win rates and crush their quotas. It’s like having a built-in assistant that helps them navigate their revenue activities more effectively.”
-Shane Evans, the Chief Revenue Officer of Gong
Here’s How We Got There, Because We Know You’re All About the Numbers
We found three activities that are uniquely human and hard for AI to replace: selling, sales training, and internal meetings. However, AI can assist with tasks like customer research, CRM updates, and other admin work. Our analysis shows AI could save sellers 11.5 hours a week—29% of their time—for more relationship-building and selling.
“AI’s ability to give a seller back significant time opens up the opportunity for sellers to double down on activities that help them differentiate themselves to buyers. This can be everything from gaining a deeper understanding of a buyer’s industry, being more thoughtful about meeting prep and follow up, or asking more powerful questions to uncover ways to deliver more personalized value to buyers. More time can mean the difference between a largely reactive approach to selling and a far more effective proactive approach that drives the best sales outcomes.”
-Anita Nielsen, President and Owner of LDK Advisory Services and a LinkedIn influencer
3 Things That You Can Do Today to Get Your AI Technologies Future Ready
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Automate Admin Tasks with AI: Use AI for repetitive tasks like data entry, CRM updates, and reports—integrations make it easier.
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Run a Time Audit and AI Strategy Session: Regularly review team time use and identify areas for AI to streamline processes, enabling a shift to relationship-building and closing.
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Bonus—Boost Seller Satisfaction with AI: Reducing admin work frees up sellers for strategic tasks, which improves productivity and morale.
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