Best Practice Report

Sales Concierge Services: An Overview

November 2nd, 2018

Summary

Forrester’s sales activity studies reveal that sales reps work an average of 50 hours a week; however, only 27 percent of that time is spent engaging with customers. Sales concierge services reduce the time that sales reps and their managers spend on non-sales-related activities. Companies with concierge services can mine insights about what sales needs and improve processes and tools to further increase productivity.

A B2B sales concierge service improves sales productivity by streamlining access to information and experts, and supporting sales reps by undertaking administrative tasks and other non-sales-related activities. Sales reps are on the front line of interactions with prospects and customers and, along with their managers, spend significant time searching for information and resources to support customers and their own selling efforts. In this report, we examine what sales concierge services can offer and describe the value they create for the organization.

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