Adams On PVF Supply: Performance Improvement - Inside Sales
How to identify and reduce “non-sales” activities.
From our experience at various PVF houses, we have a suspicion that the inside salespeople (perhaps through no fault of their own) spend a lot of time (in fact, too much time) on these “non-sales” activities. None of these “other” activities bring sales dollars in the door - and some non-selling tasks are unavoidable. But many of these time-wasting activities are busy work - caused by mistakes, such as order errors, incomplete information and inefficient processes. You can reduce the total amount of time they spend on non-selling activities. In some cases, you can completely eliminate them through a systematic process of identification, correction, and procedures.