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How Much Time Do Your Salespeople Spend Selling?
blog.thecenterforsalesstrategy.com
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“Time finding and qualifying new prospects.” How to Reduce Non-Selling Activities Once you get a baseline and more information, you can look for ways to reduce the burden sellers face in devoting time to non-selling activities. Here are additional thoughts on the subject: 1. Many sellers complain about the lack of time they get to sell because of all the other obligations they have to fulfill in a given week, but others do not. Some salespeople would rather service than sell, the classichunter vs. farmermentality. 2. Many companies have stripped away Account Managers, sales assistants, or other technical support people in an effort to save money. This is usually a false economy. If you want to increase your sales capacity by 25%, you probably don’t have to hire new sellers; just free up time to get your current staff in front of prospects uncovering needs and selling solutions more often. 3. Many salespeople are not good at the detail necessary to provide great service support, so provide them with people who are. You can then let them do what they like to do the most. Sell.
“Time and effort to set first-time appointments.” How to Reduce Non-Selling Activities Once you get a baseline and more information, you can look for ways to reduce the burden sellers face in devoting time to non-selling activities. Here are additional thoughts on the subject: 1. Many sellers complain about the lack of time they get to sell because of all the other obligations they have to fulfill in a given week, but others do not. Some salespeople would rather service than sell, the classichunter vs. farmermentality. 2. Many companies have stripped away Account Managers, sales assistants, or other technical support people in an effort to save money. This is usually a false economy. If you want to increase your sales capacity by 25%, you probably don’t have to hire new sellers; just free up time to get your current staff in front of prospects uncovering needs and selling solutions more often. 3. Many salespeople are not good at the detail necessary to provide great service support, so provide them with people who are. You can then let them do what they like to do the most. Sell.
“Discovery work to uncover desired business results and getting an assignment from the prospect. This can also be done by a current customer to upsell.” How to Reduce Non-Selling Activities Once you get a baseline and more information, you can look for ways to reduce the burden sellers face in devoting time to non-selling activities. Here are additional thoughts on the subject: 1. Many sellers complain about the lack of time they get to sell because of all the other obligations they have to fulfill in a given week, but others do not. Some salespeople would rather service than sell, the classichunter vs. farmermentality. 2. Many companies have stripped away Account Managers, sales assistants, or other technical support people in an effort to save money. This is usually a false economy. If you want to increase your sales capacity by 25%, you probably don’t have to hire new sellers; just free up time to get your current staff in front of prospects uncovering needs and selling solutions more often. 3. Many salespeople are not good at the detail necessary to provide great service support, so provide them with people who are. You can then let them do what they like to do the most. Sell.