article | November 3, 2017
Change Your Sales Teams Bad Habits Before 2018
42% is the average amount of time a sales person spends engaging with a customer (A.k.a selling time). This equals only 17 hours per week. We all know improving selling time should increase sales. But is the effort really worth it? Should I spend the time to fix it?
And what is the value I should receive by actually improving a sales person’s selling time in front of a customer?
Look below on what impact an increase in an hour of selling time has on revenue. It is definitely worth the effort.
The data also revealed some interesting points:
As a Sales VP, you need to understand how to get back more time. Start with identifying and then eliminating these bad habits. Change things in your immediate control and don’t worry about stuff that you can’t. Get a handle on your team’s situation.
Start with two major actions to understand what to do:
#1. Complete a Time Study. For three weeks, have 25% of your team record their everyday actions. Recording their daily actions to the hour allows deep analysis of how they use their time. Below is a sample of the actual worksheet we gave to sales reps. The worksheet categories need to be targeted to the industry and sales role. This is critical to the success of the study. Download this Time Study Tool.
This company identified some major time sink areas. The study told us this customer needed to reprioritize time in several different areas:
#2 – Shift and Lift Non Customer Related Activities. Now that you identified where the time sinks are, you can shift those low value activities away from high value resources. This will increase their selling time and lift performance. For this customer, each low value add activity was changed:
These changes were completed inside of 30 days resulting in an increase of selling time by 4.25 hours per week per rep. It amounted to an increase of 2.3 more customer interactions per week. Revenue increased 13% inside of 90 days. Well worth the time to fix it.
Call to Action:
Changing bad habits begins with determining what they really are. Identifying and understanding these bad habits and time sinks will not only increase customer face time but create happier reps. Didn’t you hire them to sell anyway?
Need help? Contact us and we can assist you in setting up the time study and performing the analysis. Then we need to strategize how to make the changes quickly. It’s worth effort.