Let’s be honest- sales today isn’t what it used to be. Between prospecting, demos, follow-ups, updating CRMs, and endless admin, reps are juggling more than ever. No wonder burnout is on the rise.
That’s exactly what we explored in DCX's latest webinar, “Beyond the Job Description—The Critical Sales Support Strategy You're Overlooking." In it, we discussed how sales leaders need to rethink how they build (and use) support teams, so reps can get back to what they do best: selling.
Because here’s the truth: when your people spend more time on admin than on revenue-generating work, growth stalls.
Let's recap the rest of the webinar points in case you missed it...
1. The Hidden Cost of “Just Doing It All”
It’s easy to say, “We’ll just have the reps handle it.” But every time a sales rep stops to update a spreadsheet or chase a lead through a messy process, you’re losing more than just time. You’re losing momentum.
Our panelists broke it down: when your sales team is stuck in admin work, you see slower deals, stretched managers, and frustrated reps. And that eventually leads to turnover- something no sales leader can afford right now.
Real talk: the job your reps think they’re doing isn’t always the one they actually do. And that gap is costing your business growth.
2. Sales Support Should Be Strategic, Not Reactive
“Sales support” often sounds like a nice-to-have...someone who jumps in to help when things get busy. But great sales organizations don’t treat support like a backup plan. They treat it like a strategy.
Our webinar panelists, Jenna Quaranta (HPG) and Braeden Rogers (DCX), shared how the best teams:
- Build clear, defined roles that take non-selling tasks off reps’ plates.
- Align processes so everyone knows who’s doing what (and why).
- Create systems that help reps sell more, not just stay busy.
When that structure is in place, sales leaders can stop playing firefighter, and start leading with focus and purpose.
"Deals start slipping through cracks, follow-ups get sent too late, hot leads go cold, sales cycles increase - all due to lack of time to sell."
-Tyler Lindley
3. Questions Every Sales Leader Should Ask
If you’re reading this thinking, “Yep, my team’s feeling that pain,” here are three quick questions to get you moving in the right direction:
- What are my reps doing that someone else could do better?
Look at your calendar, your pipeline, and your CRM. How much of that could be handled by dedicated support staff or automation? - Are roles and responsibilities crystal clear?
If you’re hearing “I thought someone else was doing that,” it’s time to tighten things up. - Are my systems built to scale, or just survive?
Even the best people can’t thrive in messy workflows. Take a step back and look at where your team spends their time.
These aren’t just operational questions, they’re growth questions.
4. The Payoff: Less Chaos, More Sales
When you get this right, the difference is night and day.
- Reps spend more time selling and less time buried in admin.
- Managers can coach and strategize instead of babysitting processes.
- Teams feel supported, not stretched thin.
In other words, you unlock a version of your sales org that actually scales... sustainably.
5. How to Start (Without Overcomplicating It)
Here’s a simple roadmap to help you move from “we’re surviving” to “we’re scaling”:
- Do a one-week time audit. Have reps log what they spend time on, no judgment, just clarity.
- Spot the bottlenecks. Where’s the drag? What’s repeatable but not selling-related?
- Map it out. Decide who should own those tasks- rep, manager, support, or tech.
- Build the process. Keep it light but consistent.
- Check back in after 30 days. Did your reps actually get more time to sell?
Small steps, big impact.
6. Final Thoughts
Going “beyond the job description” isn’t just a catchy title, it’s a mindset shift.
It’s about giving your team the clarity, structure, and support they need to thrive.
When your people can focus on the work that truly moves the needle, everyone wins, your reps, your customers, and your bottom line.
Want to dive into this topic more, watch the full webinar here!
