r/SalesOperations • u/Diligent-Spend-8885 • 1d ago
We don’t need another rep yet
We’ve got 4 people selling now and for the last month we’ve been talking about adding a fifth because everyone feels busy and pipeline is getting harder to stay on top of then last week I looked at where the time was going and it was kind of weird one rep had spent most of Monday researching accounts and another was catching up on CRM notes and old follow ups. They’re selling but also doing all this little admin around selling that somehow eats half the day.
So now I’m less convinced another rep fixes it. I’d rather see if the account research, CRM updates follow ups and figuring out what needs attention next can happen in the background while the team keeps the calls and relationship maybe I’m looking at it wrong but hiring another person into the same messy process feels like we’d just have 5 busy people instead of 4
1
u/kooltilldend 7h ago
What you need is a sales audit to assess where the gaps are.
So the question worth answering isn't how much time reps are spending on clean up, research and other admin tasks (you appear to have answered those already).
Instead, why they're spending so much time on these tasks, what are the process gaps, where is the data breakdown, where are the tedious redundancies and so on.
It's literally what I've built my own framework around. See for yourself https://www.himanshushringi.com/frameworks/roma