National B2B Salesperson Day falls on January 16th every year, and every year it surfaces the same uncomfortable question: if B2B salespeople are so critical to revenue, why are most organizations still running their sales operations on duct tape and manual processes? The answer, when you dig into the data, is not a people problem. It is an operations problem. The average B2B sales rep spends 28% of their working day on administrative and operational tasks that produce zero revenue. That is not a minor inefficiency. That is a structural failure in how most companies have designed their sales workflows.
