Each year sales managers spend a substantive amount of time and effort helping their sales team use their time with the customer more effectively. What they often fail to do is make a commitment to help them have more time to spend with their customers.
One way to tackle this second challenge is for front-line sales managers to filter requests coming from regional or corporate offices and only funnel to their sales team the requests the salesperson needs to succeed.
When the “clutter” isn’t managed, sales teams spend a disproportionate amount of time playing with paperwork rather than calling on customers. Some is necessary; a lot is not.
Front-line sales manager who can provide their sales teams more time to work with customers, not on paperwork can make a big difference quickly.
To read more about sales coaching – visit the Sales Training Connection.
