Get More Sales Production from Your Sales Team

Have you ever wondered where your sales reps spend all their time? A few days ago over coffee I was discussing this issue with a colleague who implements CRM solutions. His data demonstrates that sales people spend about 40% of their time on administrative tasks. Let's look at the impact of administrative tasks with respect to sales production. At 40 hours a week, a fully loaded sales position has 1920 budgeted hours per year. After training, vacation and sick time, you have around 1760 productive sales hours. If 40% of a sales rep's time is consumed performing tasks that are not sales production oriented, that equals 704 hours. Now let's do the math another way. Let's look at gross sales production per hour. If your sales person contributes $1.5mm a year to the business, in a year without administrative overhead you could add another $600,000 to the top line. Would that number justify a fully loaded sales administrative assistant at $50,000 a year supporting two or three sales people? One assistant supporting a highly productive team of three sales representatives will drive contributions of up to $1.75mm.

 

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