Wisdom, Brains, Focus, Goals,?
In writing this, our latest blog entry, I struggled to come up with a title. You see the information that I am going to share in this blog can only be dealt with using a question. Is it wisdom, brains, goals, or is it a lack of all of the above?
Studies have shown that when it comes to outside salespeople, they and you the business owner are being robbed. Yes, you read that right, robbed! In these studies, the researchers found that only 14% of the average salesperson’s time is spent face to face with customers or prospects, 14%! That should make you jump up and scream!!!!!
The rest of the time is spent in office administration (their supervisor’s set it up this way because that’s how everyone does it), traveling, cold calling, and miscellaneous things that do not generate revenue.
Knowing this, how long do you think it will be before the fingers start pointing at each other because they didn't reach their quota? If they reach quota it will be with high anxiety and lots of hand wringing.
Why not actually use our brains and a little wisdom and come up with a better plan? After all, what is wisdom but the ability to see clearly and make wise choices. If we put things in focus and get our eyes on our goals, surely we can come up with a better plan to help move us in the right direction.
How about this, why not let salespeople sell and let everyone else do everything else?