One of your prime objectives as a sales director is to get your teams out of their inbox and in front of the customer as much as possible. I’m not knocking the importance of email, I’m just saying that you probably see a huge benefit to having your teams managing their inboxes at twice their current rate, with 90 percent fewer errors and 80 percent more attention to priority.
A lot of leaders see email as a personal time management problem. They’re nuts.
Email, is a process. It’s a factory. Mail comes in, gets processed and goes out. It’s what transports your business all day long. If you see that as a personal problem, then you, indeed, need your head examined. Luckily, processes can be tuned up my friend (we can still get a bit personal).
Since you and your teams have been managing email about the same way since ’94 (mail comes in, you poke at it, you go home), it’s not that difficult to imagine that a company like ours could completely transform the process if we made it our core business, but to achieve a 95% adoption rate of a best practice in any area is nothing short of amazing.*
George Trachilis, the founder of the Lean Leadership Institute with Jeff Liker – and one of many Lean experts who recommend LeanMail, says,
“…It has personally helped me reduce my email management time by 50%…”
Now we can’t guarantee those insane results for everyone, but 30 percent improvement? No problem. Don’t reach 30 percent? Don’t pay. Which KPI’s do we use, you ask? Yours. Whatever you throw at us — or we’ll suggest what we think are important ones since most organizations haven’t put that much thought into inbox KPI’s. They should though, since the time spent managing email represents a whopping 25-40 percent of salary spend. Yes, if you spend 25-40 percent of your day managing email it means that 25-40 percent of your salary goes to processing email. That’s an enormous amount of money in ANY organization isn’t it? (By the way, have you ever wondered who’s responsible for this area in your organization? Good luck. They don’t exist.)
So, Mr. Sales Director, your nuts if you don’t at least pause for a second and imagine what your sales teams would be able to achieve if they doubled their productivity and focused on the 20 percent that brings you 80 percent of your profits in an area they spend a huge part of their day in. You heard me. Nuts.
*According to our 6-month post-training survey with 82% responding.by