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.