Cut the Drag: give reps their selling time back
What this does
Takes the non-selling drag off the rep's plate so their time goes to actual selling. The drag is the execution between the steps: scoring, enrichment, pulling history, drafting the prep. On most teams reps grind that by hand and sell in whatever time is left. This move flips it: the drag runs before the rep starts, so they open the account ready to sell.
What you'll need
One workflow, stacked with the right tech and signals (the output of Stack the Tech). No connectors required to plan it.
The method
- List the non-selling drag. Every repeatable execution task that is not selling: score the account, enrich it, pull the last touches, draft the brief. Be specific: "pull the last three touches and summarize" is drag, "run the sales conversation" is not.
- Ask one question per task: does a rep have to do this to sell, or does it just have to be done before they sell? If it only has to be done, it is drag, and it should not cost a rep an hour.
- Take the drag off the rep. The stacked workflow runs it, scoring, enrichment, history, first-draft prep, before the rep opens the account. Start with one, prove it, then the next.
- Flag the not-yet. Where a task is not safe to run unattended, like auto-sending to a top account, say so and route it through a human check first.
- Protect the selling time you freed. If the freed hours get eaten by new busywork, you cut the wrong thing. The measure is hours back to selling, not tasks automated.
Failure points
- Automating for its own sake instead of asking what frees a rep to sell.
- Taking a task off the plate that carried context the rep needed to sell.
- Freeing hours that quietly refill with new drag.
The receipt
[the non-selling drag you took off the reps, and the selling hours it gave back per week]
Next move
Hand the cleared workflow to Keep the Judgment. Built GTM. Receipts only.