Every professional we meet is working hard. 65-70 hour work weeks are not uncommon. Look at any professional s schedule and you will see meetings back to back. Try to take people out of their territories for a few days. Working Smarter One of the keys to increasing sales productivity is not working harder, but working smarter.
Sales management needs to carefully assess how their people are spending their time.
These are important meetings, but too much time could be an indicator of problems. Some basic stuff, but unfortunately, we aren t paying attention to it. Look at the time drains your people face and start activities that take their time away from selling and supporting customers. Consider implementing tools to help doing this. Effectively implemented, SFA systems can dramatically reduce time spent on internal reporting.