---
title: UK field sales reps spending just 27% of their time actually selling
description: Sellers prevented from doing their job by relationship, data and technology friction that is sabotaging trust and creating inefficiencies.
---

<https://skynamo.com/blog>

# [UK field sales reps spending just 27% of their time actually selling](https://skynamo.com/blog/uk-field-sales-reps-spend-just-27-of-time-selling)

 Written by [Team Skynamo](https://skynamo.com/blog/author/team-skynamo) | Nov 16, 2018 4:48:07 PM

***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](https://skynamo.com/)**, 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However, these behaviours are **not rooted in ethics or personality**, argues Skynamo, but in **outdated processes and poor access to real-time sales data**.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](https://www.linkedin.com/in/brian-howe-6bb343b/?originalSubdomain=uk)**, 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**:

- **38% say** their tools are *“more of a hindrance than a help”*
- **47% report** that a *lack of accurate customer and product data* is holding them back
- Many reps spend **more time on admin than on selling or building customer relationships**

**[Roger Bradburn](https://www.linkedin.com/in/rogerbradburn/)**, 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](https://skynamo.com/)** is purpose-built for **manufacturers, wholesalers, and distributors** with reps visiting existing customers. The platform:

- Reduces sales admin with automated reporting and mobile CRM tools
- Integrates with ERP/back-end systems for **real-time product, stock, and pricing data**
- Uses [**GPS technology**](https://skynamo.com/blog/gps-tracking-changing-sales-for-better/) for improved visibility and accountability
- 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”?](https://skynamo.com/blog/what-is-transparency-in-business)  **

**[Why the future of sales is about people… with technology](https://skynamo.com/blog/future-of-sales-people-with-technology)    **

**[How to create instant trust as a sales rep](https://skynamo.com/blog/how-to-create-instant-trust-as-a-sales-rep)  **

**[How GPS tracking is changing the sales playing field, for the better ](https://skynamo.com/blog/gps-tracking-changing-sales-for-better)**

 

[View full post](https://skynamo.com/blog/uk-field-sales-reps-spend-just-27-of-time-selling)

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