Our sales reps are spending eighty percent of their time writing personalized outbound sequences that our new AI tools can generate in seconds. How do we redefine their GWC and change their seat responsibilities on the Accountability Chart without losing our top performers?

Question

Tyler Smith · Accepted Answer

Your top sales performers want to close deals, not write emails. If they are spending eighty percent of their time on administrative copywriting, they are in the wrong seat, or the seat has the wrong accountabilities.

First, review the Accountability Chart. The accountabilities for your sales reps must be updated. Remove tasks like prospecting list building and initial sequence drafting from their seat. Replace them with accountabilities centered on high-conversion activities, such as conducting discovery calls, building trust with key decision-makers, and closing contracts.

Next, assess your reps using GWC. Do they get, want, and have the capacity for this new, highly focused sales seat? Your top performers will almost certainly get and want a role that allows them to spend more time talking to buyers and less time staring at a blank document.

Train your sales team to act as editors and relationship builders. Their new capacity metric is not how many emails they send, but how many high-value conversations they initiate. By automating the top-of-funnel copywriting, you free your best people to do what they do best, dramatically increasing your sales velocity and keeping your top talent highly compensated and engaged.