Most security companies ask their salespeople to do far too much.
They prospect. They build proposals. They schedule appointments. They update the CRM. They follow up with leads. They help with operational handoffs. Sometimes they even get pulled into customer support after the sale.
Then owners wonder why the pipeline is inconsistent.
In a recent episode of the Entry & Exit podcast, we break down how Alarm Masters has been systematically removing work from our salespeople’s plates.
The goal is simple: Get salespeople focused on the work that only they can do.
For Alarm Masters, that means getting face-to-face with customers. Everything else is a candidate for delegation, automation, AI, or support from another member of the team.
Read: Your sales team doesn't understand this.
Start by looking at where your salespeople spend their time:
- How many hours go toward building proposals?
- Who is responsible for finding and researching prospects?
- Are reps scheduling their own appointments?
- How much time goes toward CRM updates?
- Who handles follow-up after meetings?
- How involved are reps in operational handoffs?
- How much time is actually spent in front of customers?
Alarm Masters started with proposals, shifting much of the estimation and proposal work to an international employee and eventually adding AI to help generate proposals.
Next came prospecting and appointment setting. International team members and AI now help identify prospects, research opportunities, enrich contact information, and schedule meetings.
The result is a narrower sales role with more time spent in front of customers.
Your best salesperson should spend as much time as possible selling.
.webp)
