TIME WASTER #13 of 15: Fulfillment Overhead—E-mails, Mailers, Faxes, and Proposals


In our observations, the average salesperson spent 1.5- 2 hours per day following up on calls by typing e-mails, sending mailers and faxes, and formatting proposals. Some reps spent as much as 3.5 to 4 hours on these tasks.

Rather than waste time between calls with these repetitive tasks, automate the process with templates. Create a flow chart for your typical sales processes and find the places where e-mails, faxes, mailers, proposal and other typical media are needed. Create a template for each one, provide them to your sales representatives and watch the sales process for 30 days. Analyze which templates worked and which ones didn’t, refine the process more and you reduce your wasted time by 50% and cut the time spent on each sales process by as much as 80%!

For example, it took an average of 45 minutes to prepare a proposal in our own office.  We took the time to create a template for the proposal process and cut the average time down to 2 minutes.

Best Practice: Look at the standard emails that go out, create a template library, use a database that merges personal prospect and product information, and send them with a click of a button. Get rid of expensive and time-consuming mailers and go electronic.

Author: Ken Krogue |
Summary of Ken Krogue’s Forbes articles

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