Increase their productivity and you can increase sales revenues.
Most people are not aware of how inefficient they are during the day.
This is especially true in a work environment where there are constant interruptions and distractions that can quickly consume the major part of one’s day.
Experts estimate that the average interruption costs us between 24-35 minutes. And, it’s longer than we think because of the ramp up and ramp down time involved in closing what we are doing, and then getting started again.
Most salespeople could easily pick up an hour of productive time every day by simply reducing or eliminating interruptions. Don’t underestimate that extra hour’s ability to increase sales revenues if used for selling.
Another big factor in productivity is workflow. And workflow is another very easy way to increase sales revenues.
Most managers are not as aware of this time consumer because they really don’t see their peoples workflow and activity.
I don’t recommend that manager’s carry a quota, but those that do would have an advantage here as they would see workflow improvements.
I did some calling for a friend of my and decided to make an effort to improve what I could get done for him.
These were very short simple calls into the high tech industry. And the goal was to reach as many people as possible.
As I made the calls and tried different things to make myself more efficient I was actually able to increase the number of calls I made by nearly double.
NO, I didn’t skimp on the quality of the calls, I simply became far more efficient and the execution of making them.
I would estimate that most sales managers could easily pick up a 10% increase in results if they just did a good job cleaning up the workflow habits of their salespeople.
The third big issue for salespeople is selling time.
Selling time is already severely reduced by the fact people don’t answer their phones anymore. The average salesperson probably spends more time talking to voice mail that to prospects and customers.
However, there is an even bigger time waster that most managers fail to address – “non-selling time and activities.”
In the mid 80’s I took over Logitech’s retail sales group.
During my first couple of weeks I noticed that the salespeople were not making that many calls and that they spent a lot of time away from their desks.
After looking into this a bit I started to discover all kinds of non selling activities that could be eliminated and or streamlined.
I actually made and effort in all three of the above areas and increased the groups call numbers by close to 30% without any decrease in call quality.
Time management, workflow, and non-selling time are three areas that offer a tremendous opportunity to make your sales team more productive.
The cool thing is, this requires no “additional” skills by the salespeople, just changing their activities. This makes it very simple to generate a modest increase in sales if you haven’t gone through the exercise of cleaning these things up recently.
Let’s say you have 5 reps making about 30 calls per day. The team has a 20% closing ratio and each sales averages $5000 in revenue.
Learn More: If you have found this article interesting and would like to see how you can increase your team’s sales revenues, I invite you to join me at a free webinar on the subject Tuesday December 11th at 11AM PT.
For more information and to register go to this page:
http://telesalesuniversity.com/productive/ (Opens in a new window.)