Keep your sales force selling

Do your sales staff spend more time on admin than sales?

At Lawrence Grant we can advise business owners in the Harrow area 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 in the Harrow area and are looking for support and advice from a team of professional accountants and business advisers, contact Lawrence Grant.

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Lawrence Grant

We are a member firm of the Institute of Chartered Accountants of England & Wales (ICAEW). Registered to carry on audit work in the UK and Ireland. Our Insurer is Prosure Solutions (per W R Berkley , and IGI), 34 Lime St, London EC3M 7AT (worldwide, excluding North America). Also an independent member of GGI, a multidisciplinary worldwide association of accountants, tax consultants & lawyers.