Research Brief: Are You Wasting the Sales Force’s Time?

31 July 2008

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If you are a sales leader responsible for salespeople, you no doubt make decisions on what gets implemented in the sales organization with their best interest in mind.  New sales processes, programs, initiatives – many are valuable; but many burden your salespeople unnecessarily.  Each new idea and request can effectively reduce the time salespeople spend on key responsibilities, contaminating their sales routine with mundane or non-revenue producing activities.

This “contamination” from non-productive activity is a major reason many sales people underperform.  And too often, the source of contamination can be traced to sales management.

Using recent client research, Sibson Consulting's Joe DiMisa takes a closer look at sales forces' most prevalent productivity-wasting activities.  The included “Decontamination Assessment” tool provides management with a blueprint for reducing administrative burdens and increasing sales force productivity.

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