Calculate Your Hourly Rate – Part One

By Mike Philie
In January 12, 2016

All customers are good; some are a lot gooder than others. Ever consider what your hourly rate is by customer? That’s right, how much do you earn per hour in selling, consulting, problem solving, fighting fires, administrative tasks, etc. for your clients? Here’s a hint – the number will not be pretty! Sure, some of your clients will be home runs. But let’s look at the others, the ones that require a lot of your time (by the way, often this is self imposed) in facilitating the projects and transactions. For some of these account, I’ve calculated that the sales rep was working for about $11.00 per hour!

So answer this question…if you are a sales rep, what did you do today that a really good customer service rep couldn’t have done? If you are the sales leader or the CEO of the business, why are you allowing this to happen and what can you do to change it? If you are a good sales person, of course your time is worth more than $11.00 per hour. So why are you holding on to the tasks that others in your company have been hired to do? More importantly, holding on to those tasks is preventing you from actually selling, you know, proactively trying to make an impact on a prospect or client’s business through your ideas, solutions and strategies.

Breaking up is hard to do and so is changing the habits that you’ve been accustomed to. Work with your team to determine who should be doing what with who and when so that you can utilize your team members the best way possible to divide and conquer and maximize your effectiveness in the marketplace.

In Calculate Your Hourly Rate – Part Two, I’ll share ideas that you can put to use so that the work is properly distributed within the sales and sales support team and your company benefits from allowing your sales reps to sell. Comments and suggestions are welcome: mphilie@epicomm.org or 201-523-6302.

Mike Philie

Mike works with printing companies that are not satisfied with their sales and business development performance, and are looking to get objective advice and strategic direction on how to improve the results of their business. His engagements can range from providing input on the overall sales strategy to building business development pipelines while training the processes of “selling” in today’s marketplace. Mike quickly establishes himself as a trusted resource and advisor to the owners and senior staff of his client companies through his personal involvement, and very quietly and effectively becomes an extension of their staff.

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