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Component Manufacturing dverti$er
Don’t Forget! You Saw it in the
Adverti$er
December 2019 #11245 Page #27
Small Investments Can Garner Huge Gains for Productivity for Your Sales Team Todd Drummond
Last month’s article, “Investment in Employee Training, Not Just Equipment,” produced a lot of good responses from many readers. Now it is time to offer real solutions to help your company improve productivity and reduce costly errors for your sales team and also all of the other critical areas of your business. The simple fact is most companies’ sales processes have not evolved for decades. Therefore, the sales and management teams are working far harder than they need to be to get the work done quickly and without any errors. Two critical constraints are causing all kinds of lost productivity. Too many companies suffer from needless project communication constraints. For the LBM companies, why does the sales team have segregated project information between the CM and all other areas, such as doors and windows? Many executives are told repeatedly that their expensive POS system, an example being Epicor BisTrack™, is supposed to be handling all of the critical need-it-rightnow information, yet the promise that it will work someday remains vague. That someday never becomes a reality, because it is always too cumbersome to use and does not have all of the critical information needed for every step of a project in all of the different departments. Think about how much time is being wasted in each sales team member’s day just making phone calls within the company to find need-it-rightnow information instead of garnering more sales for the company. Each 15-minute phone call interrupts two people, the salesperson and the person in the other department. If you stop and think about it, you’ll probably realize how many productivity interruptions by salespeople are happening at your company.
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