What is your top concern in managing a sales team?

Brent Mellow (Helping businesses improve their results with salesforce.com and the Force.com cloud platform.) asked the following question on LinkedIn:

What is your top concern in managing a sales team?

Here is my response:

Hi Brent,

My top concern in managing a sales team is always getting the team to  effectively maximize their selling time.

By spending more time in front of the right customers. (Those “A” clients who are most likely to buy our solution) Instead of wasting valuable selling time on administrivia and unproductive (and unprofitable) prospecting.

Also Paul Green (Member at UK Business Advisors Limited) added the following information on how salespeople spend their time.

A recent survey indicated that a poor salesperson spend their time as follows:

Active Selling 10%
Prospecting 10%
Problem Solving 14%
Downtime 17%
Travel Time 18%
Administration 31%

A good salesperson should ideally be allocating their time as per below:

Active Selling 35%
Prospecting 25%
Problem Solving 15%
Downtime 10%
Travel Time 10%
Administration 5%

If you would like to discover how to effectively maximize your sales team’s valuable selling time.

Call me @ 519-820-6207 and ask about my full-day training program titled: Prospecting Profitably

Staying Motivated to Prospect for Customers

Staying motivated is a challenge in sales. Anytime I feel that I am not making a difference, I have this thought:

There are people out there that need your solution. It has a great benefit to them that would improve their situation and life (even in a small way). It is your responsibility and mission to find those people and help get them that solution. 

When you don’t look for those people, you are actually doing them a dis-service.