Figure 1.0 shows the financial impact of improving selling time from 50% to 70% within a sales force 100 of employees.

 

 

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How do you determine which activities to offload to a lower cost resource?

 

  • Execute a time study to determine the sales team’s current time allocation
  • Segment activities as either selling or non-selling
  • Perform a value chain analysis to determine which activities your customers  value
  • Understand the competencies required to execute the non-selling tasks

 

Summary:  Increasing selling time can significantly reduce the cost of your sales force without impacting revenue.

 

How much time does your sales force actually spend selling? 

ABOUT THE AUTHOR

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.

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