Why do we hire salespeople, at great effort and expense, and ask them to do non-selling work like completing reports?
“Because, aside from selling, that’s what we pay them to do,” is the response I’d expect from many a manager. Still, would you hire a plumber for your sink and ask him to fix a ceiling fan? Even if he agreed, wouldn’t you expect him to get the plumbing work done first?
Just as your Spring lawn looks it’s best when your landscaper isn’t also doing your taxes, salespeople sell more when they’re focused on selling.
If we want salespeople to give us marketing or decision support data, we should pay them for it. In lieu of money, this can mean lowered sales expectations or increased time off.
Seriously, don’t we have to pay for most goods and services of value? Non-selling activities take away from what salespeople are hired to do, sell.