There are many steps companies can take to go green – turn off computers and electronics when not in use, install motion-sensor lights in restrooms and storage rooms, buy recycled products – the list goes on and on. Simple steps like these are not only good for the environment, but can also improve a company’s bottom line significantly over time.
For companies that spend a lot of money on travel for their employees, going green requires some planning. Tools such as video conferencing may lessen the need for face to face meetings, but often it is the face to face that gets the job done. For example, regional sales managers are typically in charge of large sales territories and need to make the rounds in order to nurture relationships with existing clients and court new ones. How can a company go green and cut travel costs if regular sales calls are vital to the bottom line?
It is not enough to simply limit the number of sales trips or use an online mapping program to plot a route from Point A to Point B. To really go green and substantially reduce unnecessary travel costs, sales managers need to do a thorough sales territory analysis to identify areas of inefficiencies. A comprehensive analysis would ask the questions:
- How often do the sales reps need to visit each client to maximize ROI?
- How many sales calls are needed for prospective vs. existing clients?
- Are the sales territories optimized so that sales potential is maximized?
- Do we have the right number of reps to achieve high sales performance?
- Are trips structured to maximize sales force efficiency?
An efficient sales force does not happen by accident. Sales managers need to know how to take apart the engine and understand the nuts and bolts of their sales organization in order to clean the cogs and maximize sales performance.
Unfortunately, to improve sales performance most often managers focus on individual performance rather than delving into the nuts and bolts of the sales process and do not address the source of inefficiencies. If a sales territory is too big or small, or if you don’t have the right number of sales reps, or if sales reps are making too many or too few sales calls, then the problem may not be the individual but rather a failure in the system. Individual performance is sabotaged from the outset.
If your company wants to go green by cutting travel costs and improve sales force efficiency, TerrAlign can help you delve into the sales process and identify inefficiencies. Over the last thirty years we have developed a sophisticated 7-step framework that first assesses and optimizes a company’s processes, then maps sales territories, assigns staff and schedules sales calls to minimize travel time and maximize potential. We can help you take apart the engine, identify areas of inefficiency and streamline the system to minimize travel expenses and get the most out of your sales force.
When frequent travel is a cost of doing business, going green can be challenging. One way to reduce a company’s impact on the environment, and on their bottom line, is to streamline sales processes to cut out inefficiencies and minimize travel expenses.
Help Your Company Go Green by Cutting Travel Costs – Use Terralign’s Sales Force Effectiveness Consulting Services to Identify Inefficiencies and Streamline Sales Processes.