News December 2007
As the New Year brings fresh ideas and new thinking – how about considering closing your sales office?
No, not sacking the sales team but just changing the work base – transferring their desk from an office to their home.
It’s a controversial suggestion but one that has proved effective and cost efficient for many small to medium sized businesses, reports Technology Sales and Marketing Coach, Terry Forsey.
“The question is, ‘do you really need an office for your sales people?’” asks Terry. “There are many schools of thought on this subject; some managers and owners believe that if the sales people are not in the office, they don’t know what they are doing. Others think that if they are in the office they are not out selling – both fair, if not reasonable views.
“However, there are many factors that now indicate that an office for salespeople is unnecessary. From the pure business perspective, offices cost lots of money and for many companies, with customers spread across the country, the combination of office cost and visiting customers is continually rising, in addition to the loss of productive time during travel.”
Terry went on to say that he believed by basing salespeople at home, many of these issues could be resolved and would yield significant cost savings.
“Technology has certainly facilitated home and mobile working,” Terry added. “And many of the benefits can be found to have their roots way back in the Seventies. The foundation upon which these benefits were realised was trust. Sales people are often not well understood and as a result not trusted - this is an attitude that needs to be banished from Directors’ thoughts, as it will certainly prevent the realisation of significant benefits.
“If these were translated into just a 10% productivity increase, the bottom line impacts are quite significant. However, this is not a ‘one-size-fits-all’ solution, it does not suit everyone and needs careful consideration and planning – but it can be well worth the effort.”
For more information call 01536 771440 or email, terry@terryforsey.com.
ENDS
