I have an outbound selling group that sells to their existing account base and prospects in their area as well. In addition to sales growth (which have been up an average of 25% the last 3 years) I have established a call metric of an average of 2 hours of talk time a day. I am now being asked by the higher ups...."what is your group doing with the other 6 hours of their day" ??
I feel I have built a strong outbound selling group that is the ONLY sales group UP in the company. How would the experts suggest I answer the what are your reps doing question and try to keep their focus off of that ?