In this video, Professor Pablo Foncillas points out that “the image of the seller as a mere transmitter of products and services is obsolete.” They transform, but they actually spend less time than ideal dedicated to what they really have to do, which is sell.
After an in-depth study of the working hours of these positions, “the result reveals a colossal disconnection between the perception of managers and the reality of the work of their sales teams,” explains Foncillas. “Salespeople spend a minimal part of their day interacting directly with customers, spending most of it on non-productive activities such as travel and breaks,” she says.
“This does not imply that their work is inefficient. The inefficiency comes from those who design the salesmen’s days,” he continues. Therefore, they must be strategically guided towards clear and specific objectives defined by management. What is achieved with this? The answer, in the video.
