Selling Time

By Mike Philie
In September 29, 2011

What percentage of each day are your reps engaged in actual selling activities with a prospect or client? What other activities are they engaged in? While most companies want their reps to spend as much time as possible with direct client activities they should also drill down to learn what else they’ve got going on.

You can break down their time into four major buckets:

  1. The estimating process
  2. Account management
  3. Administrative
  4. Sales and business development

Do a quick survey of your sales team to see how they would categorize their time and then overlay that to your expectations. This becomes the first step to objectively diagnose some of the issues [external and internal] that you should address to maximize the time spent getting, winning and growing business.

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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