Keep your sales force selling

At Chalmers HB we can advise business owners on many aspects of running and growing a business. Here are some thoughts getting more productivity from your sales team...

Do you know how much time your sales force actually spends selling? Statistics show that on average it is only 30% of their working time.

40% of their time is taken up with administrative tasks such as completing reports, sorting out account disputes, and dealing with delivery problems.

A lot of time can be saved here by standardising reports and having administrative support personnel type and circulate them. Solving customers' problems can be reassigned to other departments such as customer service or credit management.

The other 30% of a salesperson's time is typically taken up with travelling from one account to the next. Although this time expenditure is unavoidable, it can be made more productive by providing salespeople with essential portable office equipment.

Developments in information and communications technology, especially in corporate intranet technology, mean that it is now possible to work just as efficiently from a remote location as it is in the office. Sales staff should also be encouraged to use otherwise unproductive time to complete administrative tasks such as record keeping, database updates, etc.

The more time your sales staff spend on actually selling, the higher your profits will be.

If you are looking for support and advice from a team of professional accountants and business advisers, contact Chalmers HB.

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Chalmers HB
20 Chamberlain Street
Wells
Somerset
BA5 2PF


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Chalmers HB Limited, Registered in England, Registered number 4233537, Registered Office: 20 Chamberlain Street Wells Somerset BA5 2PF. Chalmers HB Audit Limited, Registered in England, Registered number 9739736, Registered Office: 20 Chamberlain Street, Wells, Somerset BA5 2PF.