News: Customer Service/Care
'Two hours more sales activity could generate millions for businesses'
06 March 2008
Creating two more hours of sales activity a week by cutting down on administrative duties could see millions of extra pounds gained by companies.
According to a Sales Effectiveness and Compensation report by global consulting firm Watson Wyatt, just two hours more sales activity a week could generate an extra £11.5 million in revenue for a company with 180 new business developers, reports the HR Director.
In addition to this, a reallocation of time and resources between new business developers and account managers could raise and additional £305 million in sales for a £10 billion company.
"Too often companies mis-allocate how their sales force time is used. Pushing non-selling administrative duties to administrative sales support roles can create a substantial increase in company sales results," said Chantal Free, European head of sales effectiveness and compensations consulting at Watson Wyatt.
Meanwhile, difficulties interpreting business data by managers results in a loss of £67 billion to the economy each year, technology consultancy Capgemini has found.
Organisations and businesses believe that using information more effectively would make them on average 29 per cent more productive, the company claims.
