Take this statistic into consideration: As much as 40% of a sales rep’s time is spent creating presentations, customizing messaging and preparing for pitches.

– CMO Council Study, as quoted in Firebrick Consulting: Why Sales Doesn’t Use Your Presentations

This tells us that creating relevant sales materials is taking up a lot of reps’ time – time that could be used more effectively interact 1:1 with prospects (i.e., selling time). But it’s not just the time wasting you have to worry about. (more…)