Sellers prevented from doing their job by relationship, data and technology friction that is sabotaging trust and creating inefficiencies.
UK Field Sales Reps Spend Just 27% of Time Selling – New Report Reveals Alarming Trust and Tech Gap
A new report from Skynamo, a leading provider of cloud-based field sales software, reveals that UK field sales representatives spend just 27% of their workweek actively selling to customers. Instead, they’re losing up to a full day each week to administrative tasks — a major productivity drain that 40% of reps say directly prevents them from closing more sales.
The report, titled Bridging the Trust Gap That’s Sabotaging UK Field Sales, uncovers how a combination of poor access to data, ineffective sales tools, and time-consuming admin tasks is damaging customer trust and impacting rep performance.
Untrustworthy Sales Tactics Driven by Pressure and Poor Tools
Shockingly, 67% of UK sales reps admit to lying in order to close deals — with nearly 1 in 4 (24%) saying they do this “always” or “very often”. Additionally, 59% of reps say they would do “whatever it takes” to make a sale. Unsurprisingly, more than half of salespeople (54%) believe customers generally don’t trust sales professionals.
However, these behaviours are not rooted in ethics or personality, argues Skynamo, but in outdated processes and poor access to real-time sales data. Sales reps under pressure — and without the right tools — are cornered into making poor decisions to hit targets.
“I’ve been in sales for over 20 years and understand the pressure to deliver,” says Brian Howe, Alliances Director at Skynamo. “Despite advances in mobile technology and cloud computing, salespeople still don’t have access to the right data at the right time — and that’s contributing to a breakdown in trust between reps and customers.”
Field Sales Technology Falling Short
Rather than enabling reps, current sales technology is failing them:
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38% say their tools are “more of a hindrance than a help”
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47% report that a lack of accurate customer and product data is holding them back
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Many reps spend more time on admin than on selling or building customer relationships
Roger Bradburn, COO and Director of the Institute of Sales Management (ISM), adds:
“Skynamo’s report shines a vital spotlight on the real challenges UK field sales reps face. To build trust and perform effectively, reps need real-time access to accurate product and customer data, as well as easy-to-use mobile sales tools designed for their workflows.”
Skynamo: Field Sales App Built to Bridge the Trust Gap
Skynamo’s mobile field sales app is purpose-built for manufacturers, wholesalers, and distributors with reps visiting existing customers. The platform:
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Reduces sales admin with automated reporting and mobile CRM tools
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Integrates with ERP/back-end systems for real-time product, stock, and pricing data
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Uses GPS technology for improved visibility and accountability
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Helps reps build trusted relationships with customers through data-driven conversations
Howe concludes: “By removing friction in relationships, technology, and data access, Skynamo bridges the trust gap sabotaging UK field sales — helping sales teams become more productive, ethical, and successful.”
Also read:
What is “Transparency in Business”?
Why the future of sales is about people… with technology
How to create instant trust as a sales rep
How GPS tracking is changing the sales playing field, for the better
