Front - AZ Teambuilding sro

ClEARING A TRAIl FOR SAlES SUCCESS
but in many cases they had already scheduled meetings with current
customers or prospects. East Coast organizations will often hold meetings
at 11:00am EST or 4:00pm EST, which has either the East Coast
Representatives sitting around or the West Coast Representatives sitting
around. It’s not always possible, but many organizations attempt
to hold two different meetings, one at 8:00am Eastern then another at
8:00am Western. The people in the other time zones will select between
the two options. I have seen web meetings that have 2 or 3 people sitting
in a meeting room at a corporate office force 150 sales representatives
to block off a half-a-day for one of these meetings. So, much of
the sales force has to block-off three additional hours to accommodate
the schedule of 2 or 3 people back at corporate. In many cases, it might
be better for those 2 or 3 people to do the meeting twice and give the
affected sales staff those 3 hours back. In this scenario, the office personnel
would sacrifice an additional hour each versus 50 to 75 sales
representatives sacrificing 2 to 3 hours each. It may not always be possible
to conduct a web meeting twice, but you, as managers, should at
least look at the best way to allocate your resources.
Another time waster in large organizations is reporting that is not read.
You should occasionally review all the reporting that your sales representatives
are required to submit. You may find that some reports lose
their usefulness over time. There was one report that our sales representatives
were filling out every week that was not reviewed or used
by anyone in the organization, in fact they had not been used for 4 or
5 years. The person they were sending them into would just file them
away and after they had enough of them they would throw out the older
ones. When questioned, that person said, “When I got this job no one
told me what to do with this report.” Needless to say, that report was no
longer completed by the sales representatives. In this case there were
40 people, each spending roughly 30 minutes a week to complete this
useless report. Each representative spent an additional 26 hours per
year to fill out this report.
I have heard countless examples of required reporting that sales representatives
are required to complete, but never receive feedback on. I
have also heard from many sales managers of reports they require, but
never utilize. If a report is not being read or not bringing value to the
organization it should no longer exist.
219