Selling Time

What percentage of each day are your reps engaged in actual selling activities with a prospect or client? What other activities are they engaged in? While most companies want their reps to spend as much time as possible with direct client activities they should also drill down to learn what else they’ve got going on.

You can break down their time into four major buckets:

1. The estimating process
2. Account management
3. Administrative
4. Sales and business development

Do a quick survey of your sales team to see how they would categorize their time and then overlay that to your expectations. This becomes the first step to objectively diagnose some of the issues [external and internal] that you should address to maximize the time spent getting, winning and growing business.  

 

 

Comments

[Raela Drigger]

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