Are your reps getting the best return on their time investments?

Could any of your reps benefit from help improving their efficiency and effectiveness? As sales managers we need to be helping our reps evaluate how much time they’re investing in each of their customers, what they’re doing, and asking if this is the most efficient and effective way to be utilizing their week/month/year in their territory. Too many reps approach their territory in a rather reactive way. They’ll invest extra time and attention to an overly demanding customer at the expense of the time available to support their other customers or to go after new business.What can you do, as the coach and leader of your team, to help make sure all team members are investing the proper balance of time to maintain existing business, keep their customers satisfied, and still have time to go after new accounts?Today’s video talks about how to help a sales rep be more time-balanced, so they can sell even more!