CRM, lead flow and sales techniques · Frictionless selling
Count the hours your reps spend selling, then move everything else.
A rep time audit measures how much of a working week goes to selling and how much goes to everything around it. An activity filter then sorts each non-selling task into stop, hand over, automate or keep. This page covers the time log, the filter and the saving plan.
Scope, fee, reporting and term are agreed in writing after we have read your brief and spoken to you.
In one paragraph
A rep time audit measures how much of a working week goes to selling and how much goes to everything around it. An activity filter then sorts each non-selling task into stop, hand over, automate or keep. This page covers the time log, the filter and the saving plan.
A field rep for a building-materials distributor in Coimbatore says they are always busy. Orders are flat. Ask for the week and it is a trail of collection visits to dealers who owe money, a daily stock list typed into three WhatsApp groups, a trip back to the office to collect a delivery challan and an evening spent copying visit notes into the sheet. Selling happened on Tuesday afternoon.
You cannot see this by asking. Reps believe they sell more than they do, and owners believe the same. So you ask each rep to log fifteen-minute blocks for one normal week, and the sales head totals them. The first result surprises to everyone, including the rep.
Then you apply a filter. Every task that is not selling gets one of four decisions: stop doing it, give it to someone cheaper, automate it, or keep it because it is the rep's job after all. The sales head runs it with two reps, and the owner approves anything that moves work to another person.
This follows the friction map, which tells you whether time is a problem at all. The tool review comes after, because a lot of what you decide to automate depends on which tools you keep.
Where this sits
Topic 10 of 13 in crm, lead flow and sales techniques: frictionless selling. Removing effort from reps and from buyers.
- The topic before
- Sales reporting and dashboards
- The topic after
- Content as a sales tool
If you want this done for you
Your reps spend more hours on paperwork than on the phone.
The work
What this is actually like.
“Payment chasing eats the field day”
A rep who collects dues is welcome at the dealer's counter and also tired of it. Every hour on collections is an hour not spent finding the next order. Moving it to accounts or a part-time collector costs less than the sales it releases, so work the arithmetic before you decide.
“The log must not become a weapon”
If reps think the log will be used to catch them, they will round up the selling hours. Say plainly that the aim is to find work to take off them. Share the first totals with the team before they reach the owner.
“Travel is time you can plan”
Four visits in the same locality on one day beats four trips on four days. Put the week's visits on a map and group them by area. Reps drive back and forth across a city because the visit list was never sorted.
“Some admin belongs with the rep”
Writing up a visit while it is fresh is selling work, because it prepares the next call. The filter is not a rule to strip everything out. A note taken within an hour is quicker and more accurate than the same note typed on Sunday.
What we do
What you end up with.
The documents this topic produces, what each one is for, and how you know it is finished.
The weekly time log
A sheet per rep with fifteen-minute rows and columns for time, what happened, customer name and a tick for selling conversation. Filled by the rep through a normal week, handed to the sales head on Monday.
Result: Finished when every working hour of the week is accounted for, with no gaps.
The selling-time total
One row per rep: hours logged, hours in front of a buyer or on a call with one, and the share of the week that is. The sales head builds it from the logs and puts the team average at the bottom.
Result: Finished when each rep can read their own number and the team can see the spread.
The activity filter
A list of every non-selling task found, with four columns for stop, hand over, automate and keep. The sales head and two reps place each task and note the person or tool it moves to.
Result: Finished when no task sits in more than one column and every moved task has a new owner.
The time-saving plan
The moves in order of hours saved, with a start date, a named person for each and a note of what the rep will do with the hours, such as two more buyer meetings a week.
Result: Finished when the owner has approved each move that costs another person's time.
Why us
Why owners pick GullySales over an agency.
Marketing and sales, as one job
Most agencies stop at the enquiry. We also fix what happens after it: the reply, the follow-up, the quote and the CRM.
The person on the first call does the work
No account managers in between. You are never handed to someone you have not met.
A baseline before anything starts
Your numbers are written down on day one, so every later report compares against something honest.
The fee in writing, split three ways
Our time, your media spend and production on separate lines. You always see what goes to us.
No guarantees we cannot keep
The term is agreed in writing and never a default twelve months. We never promise a ranking or a lead count, because nobody controls those.
One office, and we say so
Nagarbhavi, Bengaluru. We work across India by call and WhatsApp and travel when a session needs to be in person.
#257, 3rd floor, Sri Nanjundeshwara Complex, Nagarbhavi 8th Block, Outer Ring Road. How we work.
Your brief
Tell us what you need, and we will read it before we call.
Eight short steps about your business, what you want and who decides. Most questions are a tap, and you can skip any you would rather answer on the call.
FAQ
Questions owners ask before they call.
Not here? More answers, or ask on WhatsApp.
How long should reps keep the log?
Our reps are on the road all day. How do they log?
What if the extra hours do not turn into sales?
Does this apply to a team of two?
How much does it cost?
How long is the contract?
Who will actually do the work?
What do you need from us?
What if we are not happy with the work?
Where to go next
The work that carries this topic further.
The rest of frictionless selling
Or read all of crm, lead flow and sales techniques.
Your next practical step
Tell us what you are trying to grow, and we will read it before we call.
Eight short steps, mostly taps. Skip anything you would rather answer on the call.