Hi All! I work in an organization where the sales team is pulled for everything (selling, market analysis, new opportunities, shipping, credit/debit notes, markdown provisions, budgets, 5Y plans, etc.) and as a result they don't have enough time to do what they are supposed to do - TO SELL! Its quite complicated to explain that situation to senior management. I would like to ask how the best way would be to showcase this and get the sales people back to business? Thanks!
I agree with the previous answers.
To explain that to senior management you have to firstly provide them with factual data that you have gathered - to show them that sales are not being made because roles are not dispersed properly. Remind them that it is a Sales team. Define what a sales team is supposed to be doing and then show them what this sales team is actually doing. This will help as you will make a good contrast for them and they will be able to clearly see what you mean.
Then suggest your solution - roles have to be defined - if one person is doing 4 different things they will definitely not be able to focus properly and achieve. They have to know their role and specific tasks in order to be able to prioritize and do their work properly as individuals and as a team. Once that is done a person should be put in each role - or hire someone to help out. Hope this helps. :)