Selling Time

Now that you have gained this level of clarity regarding current state selling time, what do you do about it?


Here are four Options:


  1. Territory Optimization – get your sales team to spend less time on the road and more time face-to-face with customers by organizing territories to minimize travel time.  Condensing territories typically leads to an increase revenue production and a reduction in cost even though the total number of prospects in the territory may decrease
  2. Task Reduction/Delegation – minimize low impact tasks by delegating, offloading, and minimizing the amount of time spent on them.  Many times these tasks are driven by leadership and can easily be reduced.  Examples are useless reports, forecasting outside of the CRM, etc.
  3. Virtual Selling – remove travel and windshield time by taking advantage of virtual technologies.  Determine steps within the sales methodology that can be executed virtually with the same level of effectiveness
  4. Role Clarity/Scorecard Alignment – reduce any role ambiguity so conflicting priorities do not leave the sales team confused


Example of Selling Time Survey Output:


selling time output


Selling Time Impact

With a sales force of 100 reps at 50% selling time, each 5% increase in selling time equates to (5) additional sales heads without the incremental cost.


The 1st step in the process is understanding how much time your sales force is spending selling.  If you have not gained a firm understanding of the selling time breakdown with your sales team roles, download the time tracker and exercise instructions.  This is an integral component of executing the Go to Market Strategy.


Call to Action:

Download the FREE Sales Rep TIME TRACKER and Instructions HERE


Follow @ScottGruher

Follow Sales Benchmark Index @MakingTheNumber


Scott Gruher

Orchestrates and designs the perfect project strategy, one engagement at a time, to ensure that every SBI client makes their number.

Scott joined SBI in 2010 with years of hands-on experience in sales leadership and enterprise selling. Since his arrival, he has helped dozens of organizations dramatically accelerate growth, from Fortune 10 organizations like Phillips 66 to fast-growing cloud service organizations like InfusionSoft. Scott specializes in cross-functional alignment. He helps leaders align around the growth goal and design the right processes to bring the strategy to life. His unique combination of real world experience and a pragmatic approach to problem solving have made him one of SBI’s most demanded resources.

Read full bio >