Don’t Let Administrative Tasks Get in Your IT Sales Team’s Way
MSP marketing salesmen are often burdened by excess administrative duties. From generating reports to tracking time spent on activities, e-mailing, building spreadsheets, and even attempting to work their way around IT services issues, sales professionals have way too much on their plate. You can do your sales team a gigantic favor by reducing the burden of paperwork and empowering them to focus on what they do best: sell!
Recognize Your Sales Team’s Strengths and Weaknesses
It’s quite tempting to ask your sales team to produce detailed reports, quantify their efforts with spreadsheets, and perform a myriad of administrative tasks related to the sales process. However, the typical salesman is a smooth talker who doesn’t have an affinity for subtleties. These professionals like to press the flesh rather than type up TPS reports.
True closers are social butterflies. Let them thrive at their specialty of selling rather than generating highly detailed documents. Forcing a skilled closer to stare into a screen and type up spreadsheets and reports is an egregious misuse of his talents. It’s even possible that a sales professional who feels burdened by administrative tasks will jump ship to an employer who lets him sell. Though there’s some truth to the fact that diverse challenges allow one to grow, employee growth isn’t exactly central to your bottom line. In the end, all that matters is whether you’re deep in the black or the red.
Consider the Perspective of a Sales Veteran
An experienced salesman who has worked for several different organizations and managers has a unique perspective. He’s seen how different leadership styles affect productivity. He’s been in situations where he had to push papers and others where he’s focused on actually selling products and services. If you were to poll your veteran salespeople about paper pushing, most would testify that it’s prudent to delegate such activities to others.
Let the Non-Closers Handle the Office Bureaucracy
If you don’t have enough personnel to manage your business’s administrative burdens, it’s time to add some office administrators. Allow your MSP marketing team to convert prospects while your administrative staff handles the TPS reports. This is the beauty of specialization. It allows for maximum efficiency that ultimately propels your business to the next level.
Managers often feel compelled to hold meetings as these group events give them a chance to lead and demonstrate their value to the organization. In some instances, a surplus of meetings leads to an inability to do one’s job in an effective manner. Don’t force your sales team to partake in endless meetings. Communicate the message through a group e-mail, text message, or quick conference, call rather than a time-consuming meeting.
Let the Closers Be
Closers are also called MSP marketing salesmen for a reason: they should just be responsible for making the sale and closing the deal. Any administrative tasks or unrelated activities shouldn’t be given to them, so as to not waste time, effort, and energy, for both you and the salespeople. For successful and smooth-sailing business operations, consider hiring the right people for non-closer jobs… and let your superstar sales team work their magic into bringing more leads to your business.