Sales reps and sales leaders face a lot of challenges, and some sales reps say they are too busy. Sometimes the problems are nothing major, but on some other times, the problem causes a ripple in the revenue. One situation that causes such a negative impact in sales is when salespeople claim that their pipeline is down due to busyness. This is when sales reps spend much of their time helping current customers find opportunities and they no longer have the time to bring new business or clients.
This is a common situation among sales leaders and sales reps. It is a legitimate question because sometimes, sales reps come up with excuses and they don’t recognize that. Sales reps often have too much on their plate and they get so busy which then prevents them from getting out and doing sales activity.
What is the size of your organization? This is an important question because if you’re working in an organization with sales in a small company, the sales rep is doing the prospecting and finding leads. After that, the sales rep tries to convert the leads into appointments that lead up to initial conversations. They build value, negotiate, and maintain the account. The sales reps are there in the entire process, but doing all that can cause problems.
If you’re in an enterprise organization, the sales reps’ main responsibility is closing deals. If you have different departments and individuals doing BDR work, researching, getting leads, doing client success, and managing accounts then there shouldn’t be any problem.
For small organizations, the sales reps are doing everything and the sales reps legitimately may be too busy.
As sales manager, your first course of action is to show empathy. We can’t expect our sales reps to go out and show empathy to the prospects without giving them our empathy first. We need to truly understand where they’re coming from.
For example, if a prospect says that the software isn’t working, you don’t argue with him. We can’t exactly tell the prospects to go figure the software out. The same is true for our sales reps. We can’t tell them to figure things out and make it happen. Give them the benefit of the doubt, hear them out first, and figure out why they feel overwhelmed.
Sales managers are busy people and you might feel that you don’t have enough time to manage everything, but you have to do it. You have to go to the second step after empathizing.
The next step is diagnosing. Start this by creating a time audit sheet. It can be on a word document or whatever means possible. Have your sales reps list all the tasks they do in a day, including answering questions, answering prospects, reaching out on LinkedIn, and many others. They have to write everything down and the length of time they spent doing each task.
Finally, they need to label whether it’s a sales task or an admin task. If it’s something that directly connects to bringing new business in the organization, then label it as a sales task.
Reaching out for a client in LinkedIn is a sales activity but going through contracts in the database isn’t. In that case, have somebody else in the organization go through the contracts. Free up sales reps from doing admin tasks and let them do activities that directly tie to getting new prospects. #Revenue
Another example is cleaning up the CRM. This isn’t a sales activity, especially if it’s not in prime time. Maybe you can do this at home or delegate it to somebody else instead of letting the sales reps do it.
On a scale of 1-3
After putting labels to the tasks, categorize them on a scale of 1 – 3.
Doing this will make you see that the majority of the sales reps’ time is spent on admin related activities. In smaller organizations, sales reps must do all kinds of tasks but you can avoid this.
Getting a sales resource individual to help the sales rep find prospects is a great idea.
The sales research rep connects with the operations department and makes sure that jobs are fulfilled. If the sales rep was to find a prospect and need a particular product or service to seal the deal, the sales research rep would do that task instead. The sales rep would have enough time to go and look for other prospects and clients.
Sales research reps are very much like project managers. They see to it that everything gets done and that the proper products and samples needed by the sales reps are provided and presented to the client.
This saves a lot of time and promotes efficiency in the organization.
The sales research reps are assistant to the sales reps and do the admin tasks for the sales reps. This way, the sales reps become more productive with their time.
You can do this to your company, too. Find some individuals who can help you alleviate the struggles of the sellers and let the sellers focus on what they do best: making sales.
Companies differ and what works for others may not work for you. Whatever the case may be, let us know of the results. You can connect with me via our Facebook page or LinkedIn. Drop me a message and let me know if this works well for your organization.
If you’re a sales rep looking to hone your craft and learn from the top 1% of sellers, make plans to attend the Sales Success Summit in Austin, Tx, October 14-15. Scheduled on a Monday and Tuesday to limit the impact to the sales week, the Sales Success Summit connects sellers with top-level performers who have appeared on the podcast. Visit Top1Summit.com to learn more and register!
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.