How to read this example. Filters explore a prepared synthetic snapshot. Recommendations, targets and timings are proposals to review, not measured outcomes or included delivery commitments. Self and manager ratings are assessment perspectives; access and visibility are agreed for each engagement.
Key results at a glance
·
of working time is spent on customer interaction
·
of customer-interaction time goes to sell-out
·
answered "No, my time does not allow best value"
·
clients per person (median)
·
rate manager coaching benefit 4 or 5
·
feel empowered (rated 4 or 5)
Three decisions this analysis puts on the table
Computed from the responses in view. Each one names an owner and a 90-day test, because a survey that ends in a chart has not finished its job.
CHART 1 · THE HERO
Where the week goes
Every respondent's split is normalised to their own 100% before averaging, so bars always sum to 100 and markets stay comparable. Top: the three big buckets. Below: the full decomposition into the activities inside them.
Survey question: Over a typical month, how do you split your working time between customer interaction, preparing for and completing customer interaction, and tasks that are not customer-specific?
Customer-facing share of the week, by market
Customer interactionPreparing and completingNon customer-specific
SECTION 2
Does the week allow best value?
Survey question: Does your current time allocation allow you to deliver the best value to your customers and the house?
NoYes
SECTION 3
Customer interaction: sell-in and sell-out
Survey question: Within your customer-interaction time, how much goes to sell-in (negotiating and placing the order) versus sell-out (developing the customer's business and the end client)?
Average split
Sell-inSell-out
By market, sorted by sell-in
SECTION 4
Preparing for customer interaction: planning and administration
Survey question: Within your preparation time, how much goes to planning and visit preparation versus administration and follow-up?
Average split
Planning & visit preparationAdministration & follow-up
By market, sorted by administration
SECTION 5
Non customer-specific tasks
Survey question: Within your non customer-specific time, how much goes to reporting and internal processes, your own development, time lost travelling, and (managers) coaching and managing your team?
Average split
Reporting & internal processesTeam coaching & managementOwn developmentTime lost travelling
Time lost travelling, share of non-customer time, by market
25% or more15 to 24%under 15%
Managers: share of the whole week spent coaching and managing the team
SECTION 6
Development and empowerment
Survey questions: How much does your manager's coaching help you deliver (1 to 5)? · How empowered do you feel to make decisions for your customers (1 to 5)? · Compared with a year ago, is your customer time more, about the same, or less?
Coaching benefit
Empowerment
Customer time versus a year ago
Coaching versus empowerment, by market
What would give you more customer time? Share of respondents naming each theme
RESPONDENT PROFILE