I Think Your Sales Team Are Stuck Doing the Wrong Job.

Where I Think the Time Actually Goes

I think most salespeople in AV are busy. Very busy.

Quotes to get out. Emails to respond to. Projects to build. Working late. Working weekends. It looks productive. I don't think it is.

In my opinion, most salespeople are spending the majority of their time on things that aren't really sales:

• Building quotes in Rentman
• Structuring equipment lists
• Adding crew and logistics
• Formatting proposals
• Fixing small changes

Hours go into this. Days, sometimes. Weekends disappear into it. And I think that's where the problem is.

Is Being Busy the Same as Being Productive?

I don't think so.

I think there's a big difference between being busy and actually moving the business forward. And I think a lot of salespeople fall into the trap of feeling productive because they're constantly doing something.

But if that "something" is mostly admin… then what's actually getting sold?

The Question I'd Ask

If you took all of that manual work away, what would they do?

If you said: "You don't need to build quotes manually anymore — what would you do with that time?" — I don't think they'd say "I'd take it easy."

I think they'd say:

• I'd go after more business
• I'd follow up properly with clients
• I'd review past quotes and see what I missed
• I'd spend more time understanding what clients actually want
• I'd come up with better ideas for events

That's real sales work.

I Wonder If There's Another Layer to This

I also think there's a mindset piece. Are salespeople a little afraid not to be busy? Because being busy feels safe. It feels like you're doing your job.

But if you remove the busywork, the focus shifts to results, conversations, deals, and growth. And that's a different kind of pressure.

How I'd Change It

If I was running a sales team, I'd be asking:

• How many meaningful conversations did we have?
• How many follow-ups were done properly?
• How many opportunities did we actually move forward?

Because that's where revenue comes from. Not from building quotes all day.

Where EventQuoter Fits In

Instead of spending hours building quotes manually, you can:

• Generate structured quotes in minutes
• Pull in equipment, crew, and pricing automatically
• Push everything directly into your RMS like Rentman or CurrentRMS

No double entry. No manual setup. No weekend catch-up.

And if that removes 80–90% of the time spent on quoting… what does your sales team do with that time? That's the real question.

You don't need more salespeople. You need your existing ones doing more sales.

One Simple Thought