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Some companies have achieved sales productivity improvements by evaluating how salespeople spend their time and channeling that time to high-value selling activities. The company must categorize all activities into a hierarchy that tracks: 1. customer-related versus non-customer-related time, 2. mod...

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Bibliographic Details
Published in:Marketing news 1997-08, Vol.31 (17), p.15
Main Authors: Donnolo, Mark A, Rose, Michael H
Format: Article
Language:English
Subjects:
Customer services
Guidelines
Productivity
Revenue recognition
Sales
Salespeople
Time management
Online Access:Get full text
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Summary:Some companies have achieved sales productivity improvements by evaluating how salespeople spend their time and channeling that time to high-value selling activities. The company must categorize all activities into a hierarchy that tracks: 1. customer-related versus non-customer-related time, 2. mode of customer contact, 3. time allocation by product type, 4. time allocation by customer segment, 5. aspects of the sales strategy, that is, customer maintenance, customer penetration selling, new business development, and 6. time spent on nonproductive or nonvalue-added activities.
ISSN:0025-3790