How to Focus Sales People on Selling
By Carla Zilka
Probably the worst thing a company can do to limit growth is to bog down their sales teams with non-selling administrative work. Whether paper or automated, a sales persons natural talent, and what you hired them to do, is to be customer facing and generating revenue. Yet in our experience conducting restructuring projects with clients, we find most sales people overloaded with non-selling work. In one recent survey we conducted with a client, we found that 56-69% of salespeople's time is spent doing non-customer facing work. As you can imagine, when we conveyed the results to the CEO and SVP of Sales, they were shocked. Their first question: "How do we minimize it?". The second question: "How much potential revenue are we losing?" Read More
Probably the worst thing a company can do to limit growth is to bog down their sales teams with non-selling administrative work. Whether paper or automated, a sales persons natural talent, and what you hired them to do, is to be customer facing and generating revenue. Yet in our experience conducting restructuring projects with clients, we find most sales people overloaded with non-selling work. In one recent survey we conducted with a client, we found that 56-69% of salespeople's time is spent doing non-customer facing work. As you can imagine, when we conveyed the results to the CEO and SVP of Sales, they were shocked. Their first question: "How do we minimize it?". The second question: "How much potential revenue are we losing?" Read More
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