Let’s have Bill put 20% of his time towards sales. We’ve got a new initiative; let’s get one of our salespeople to put 30% of her time towards this effort. Our project managers should spend 15% of their time focused on developing new business. I could go on. These are all examples of a critical error people make when they consider sales efforts. They look at the (direct) time associated to selling, determine that it is not a full time effort, and so, they under-allocate resources to sales.
