Sales management · Territory management
Ask every rep to log two weeks, then see how many hours actually go to selling.
A rep time and activity study records how a rep spends each working half hour over two weeks and sorts it into selling, travel, admin and the rest. It ends in a recoverable-hours figure and a list of tasks that someone cheaper or a tool could take over.
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 and activity study records how a rep spends each working half hour over two weeks and sorts it into selling, travel, admin and the rest. It ends in a recoverable-hours figure and a list of tasks that someone cheaper or a tool could take over.
The sales manager at a modular-kitchen showroom chain in Chennai hears from the three field reps that they are flat out. Yet each logged six visits last week against a norm of twelve. Before the manager hires a fourth rep, the reps are asked to write down, in half-hour blocks, what happened between 9 and 6.
The result is plain. Two hours a day go to drives across the city, an hour to writing quotations in Excel, forty minutes to chasing payments and almost no time at all to prospecting. The problem was never headcount. It was the shape of the day.
The sales head runs the study with the owner's backing, and the reps do the logging. It sits beside the workload design because it tests whether that design's assumptions about a rep's day were real.
Where this sits
Topic 11 of 14 in sales management: territory management. Splitting the market among reps fairly.
- The topic before
- Forecasting and budgeting
- The topic after
- Performance evaluation
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.
“Self-reported time is always generous”
People remember the visit and forget the wait in the lobby. Pair the log with CRM visit stamps or a field app's location trail where you have one, and note where the two disagree.
“Admin you can move is the easy win”
Quotations, report writing and stock queries can move to a coordinator at a fraction of a field rep's cost. Each hour moved is an hour at the customer's door.
“Two weeks hides the month-end crunch”
If your pattern changes at month end, collections or festive stocking, include a month-end week in the sample, or note it separately so nobody plans a normal week around a heavy one.
“The study must not feel like surveillance”
Say before you start that it is to find hours to give back, not people to blame. Show reps their own summary first, before anyone else sees it.
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.
Category list
Eight or fewer headings such as selling calls, prospecting, travel, quotation work, reports, collections, internal meetings and other, agreed with the reps.
Result: Finished when two reps independently log the same activity under the same heading.
Time log sheet
One sheet per rep, rows for each half hour of the working day, ten minutes at day's end to fill it. Field-app data can replace it.
Result: Finished when every rep has ten working days filled and none has blank half-days.
Hours per category per rep
A summary table with selling hours as a share of the day, and calls per account for the period.
Result: Finished when the totals reconcile with the hours the rep is paid for.
Reallocation list
Tasks that can move to a coordinator, a template or an automated report, with the hours each would free.
Result: Finished when each task has a proposed new owner and a start date.
Remeasure date
A diary entry two months later to repeat a shorter log and compare the selling share.
Result: Finished when the second log exists and the owner has seen both side by side.
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.
Will reps cooperate with this?
Can the CRM do this for us?
Is it worth doing with only two reps?
What do we do if selling time is already high?
How much does it cost?
How long is the contract?
How soon will we see results?
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 territory management
Or read all of sales management.
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.