Worksheet · Sales Effectiveness Health Check
Run a diary week
Everyone agrees reps do too much admin, and few have measured it. This sheet records one normal week, sums it across the team and names the two biggest losses. It builds the Competent step of the check:
Time with customers has been measured in the last year (a diary week, calendar data, or a day spent sitting or riding along with reps) and the share is known and reported.
Step 1. Each rep records one normal week
Record hours to the nearest half hour. A month of calendar data can stand in for the diary.
| Activity | Mon | Tue | Wed | Thu | Fri | Total |
|---|---|---|---|---|---|---|
| With customers, in person or on a call | ||||||
| Travel | ||||||
| Quotes, orders and pricing | ||||||
| Chasing deliveries, complaints and queries | ||||||
| Account planning and call preparation | ||||||
| Internal meetings | ||||||
| Reporting and admin | ||||||
| Training | ||||||
| Other |
Step 2. Sum the team and say where each line should be
| Activity | Share of the week now | Share we want | Change |
|---|---|---|---|
| With customers | |||
| Travel | |||
| Quotes, orders and pricing | |||
| Chasing deliveries, complaints and queries | |||
| Account planning and call preparation | |||
| Internal meetings | |||
| Reporting and admin | |||
| Training and other | |||
| e.g. With customers | 28% | 45% | 17 points more |
Step 3. Name the two biggest losses and remove them
| Loss | Hours a week, whole team | Cause | Fix | Owner | Date |
|---|---|---|---|---|---|
Report the share of time with customers to the leadership team. Measure it again in a year.
Done when: the share of rep time spent with customers has been measured in the last year and is reported.
Adapted from our own sales time survey (PSP, 2003).
From the Sales Effectiveness Health Check. Your report links the sheet for each of its moves.