My Sales Reps Say They Are Too Busy...I Think This Is Crap! Sales reps and sales leaders face a lot of challenges, and some sales reps say they are too busy. Sometimes the problems are nothing major, but on some other times, the problem causes a ripple in the revenue. One situation that causes such negative impact in sales is when salespeople claim that their pipeline is down due to busyness. This is when sales reps spend much of their time helping current customers find opportunities and they no longer have the time to bring new business or clients. This is a common situation among sales leaders and sales reps. It is a legitimate question because sometimes, sales reps come up with excuses and they don’t recognize that. Sales reps often have too much on their plate and they get so busy which then prevents them from getting out and doing sales activity. Size of your organization What is the size of your organization? This is an important question because if you’re working in an organization with sales in a small company, the sales rep is doing the prospecting and finding leads. After that, the sales rep tries to convert the leads into appointments that lead up to initial conversations. They build value, negotiate, and maintain the account. The sales reps are there in the entire process, but doing all that can cause problems. If you’re in an enterprise organization, the sales reps’ main responsibility is closing deals. If you have different departments and individuals doing BDR work, researching, getting leads, doing client success, and managing accounts then there shouldn’t be any problem. For small organizations, the sales reps are doing everything and the sales reps legitimately may be too busy. Empathy As sales manager, your first course of action is to show empathy. We can’t expect our sales reps to go out and show empathy to the prospects without giving them our empathy first. We need to truly understand where they’re coming from. For example, if a prospect says that the software isn’t working, you don’t argue with him. We can’t exactly tell the prospects to go figure the software out. The same is true for our sales reps. We can’t tell them to figure things out and make it happen. Give them the benefit of the doubt, hear them out first, and figure out why they feel overwhelmed. Sales managers are busy people and you might feel that you don’t have enough time to manage everything, but you have to do it. You have to go to the second step after empathizing. Diagnose The next step is diagnosing. Start this by creating a time audit sheet. It can be on a word document or whatever means possible. Have your sales reps list all the tasks they do in a day, including answering questions, answering prospects, reaching out on LinkedIn, and many others. They have to write everything down and the length of time they spent doing each task. Finally, they need to label whether it’s a sales task or an admin task. If it’s something that directly connects to bringing new business in the organization, then label it as a sales task. Reaching out for a client in LinkedIn is a sales activity but going through contracts in the database isn’t. In that case, have somebody else in the organization go through the contracts. Free up sales reps from doing admin tasks and let them do activities that directly tie to getting new prospects. #Revenue Another example is cleaning up the CRM. This isn’t a sales activity, especially if it’s not in the prime time. Maybe you can do this at home or delegate it to somebody else instead of letting the sales reps do it. On a scale of 1-3 After putting labels to the tasks, categorize them on a scale of 1 - 3. 1 - it’s directly...

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