By changing the office duties of their sales team, Giftcorp has increased sales by 30%.
Sheila Shechtman, CEO of $3-million Giftcorp, in Hartford, had two goals for her sales team: visit as many prospects as possible and build long-term relationships. She knew achieving those goals would be easier if her salespeople had plenty of time to court would-be customers. So last October she stripped her sales force of all its clerical duties. Now salespeople do virtually no paperwork. Rather than write up orders, they give customers a toll-free number to call in-house service reps. And they never attend meetings. Their sole function is to get customers to buy Giftcorp's edible products. Since October the company's sales have climbed 30%.