We live in a world where everyone has the same day of 24 hours. While, we spend 8 hours of it for work. Sales reps are among the employees who usually have to work over time. It is simply because they are the ones who have the most miscellaneous tasks within an organisation.
Nowadays, Sales Managers can easily say that sales reps should focus their time on selling rather than doing something else. However, on average, sales reps only spend about 22% of their time actually selling. Whereas, 33% of their time is spent on administrative and planning tasks, according to a study by Pace Productivity published in 2013.
Surprised, right? And what I hear from sales people is that they spend too much time on the followings.
I work in sales for 5 years and receive thousands of emails from people whom the majority of them I do not know. I understand how painful it is to open your computer on a Monday morning and see loads of emails in the inbox.
The study from Pace Productivity cites that on average, sales reps consume about 6.2 hours per week for handling emails. This figure could be more than that if the sales reps handle more clients.
Many big MNCs require their employees to log every single activities into the system for KPIs and reporting purpose. This creates more tasks for sales and consume more of their valuable time.
As long as company can reduce the amount of activities or prioritize key ones, their time would be used more efficiently. I have seen many companies started to shorten their sales process by simplifying activities like client calls, client meetings, proposal, bidding and stuff.
Inputting Sales Data and Customer Notes
Another thing which is similar to logging activities is inputting data or data entry. It is a real pain if sales reps have to input all customer data and notes all by themselves MANUALLY.
Imagine you finish 4 meetings in a day and still have to go back to the office to do the notes and enter data into the CRM system. Please remember that sales job is to go out there to generate sales, build relationship, provide customer service and receive orders. It is NOT sitting in front of the computer like a clerk.
It is reported that around 4 hours per week are consumed for data which comprise 2.2 hours for maintaining customer data and 1.2 hours for filing.
In the past, there was no option for sales reps. However, gone are the days of having to manually input customer data into CRM system. If your company use a software that integrates with your CRM, you will have everything auto-filled in a blink of an eye.
Admin & Paper Work
For sales reps, the paperwork and admin work can represent over 5 hours per week. They do not directly contribute to the sales but are a necessary part of the job. Depending on the person, the admin & paper work usually are filling out forms, writing reports, sending updates, completing expense reports, internal calls, etc.
Nowadays, successful sales reps find ways to minimize their administrative requirements. Many of them choose to automate them as a trendy thing in 4.0 era.
Creating Follow-up Tasks
Other than the above, I hear sales reps say that they are tired of creating the follow-up tasks. How can you remember the action plan when you do many meetings non-stop?
Traditional sales reps will note it down somewhere but they often miss out one or two things. There is a simple way to automate everything. Use software that integrate to CRM and provide real-time task management tool.
It’s worth mentioning that Sales Managers usually set high expectation toward their sales reps. They want sales reps spend their time efficiently and sell more. Therefore, understanding these 5 time-wasting activities will help sales reps maximize work productivity and live an easy life. Eventually, the results will come.
At Meeting Assistant, we help you increase sales productivity by eliminating all the unnecessary works and get things done quickly. No more worries about meeting notes and admin works. Just meet and go. Learn more about us from Salesforce Appexchange .
Feeling curious about how Meeting Assistant can do to help your organization? Request a Free Demo from us today. We are always happy to help.
Kien Pham – Sales & Marketing Team
- Pace Productivity. How Sales Reps Spend Their Time. URL: https://www.paceproductivity.com/single-post/2017/02/09/How-Sales-Reps-Spend-Their-Time
- Photo by Raw Pixel. URL: http://www.rawpixel.com