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