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The
Overwhelmed Sales Rep
Seven Tips to getting more done in less time
If
you’re in sales, then I know for a fact that
there is too much for you to do in the hours
available in any given day. We just have too
much to do and there’s not enough time. We
have cold calling, follow up activities,
customer meetings, proposal and quote
preparation, lead generation, and lots more.
As a result, your desk may be filled with
Post-It notes, files, lists and other
paperwork needed to do your job. On top of
that, you have the ever-present unwelcome
visitors popping into your office, and that
darn phone just won’t stop ringing. It’s
enough to make you want to take a long walk
off a short pier.
When I work with sales people who are
overwhelmed with too much to do, I tell then
not to fret because there are a number of
tips they can deploy that will help organize
their lives and minimize their activities.
These tips will work for you as well.
However, I must warn you that these tips can
take an effort on your part to actually
implement and use. However, if you don’t
take that proverbial one step backward, then
you’ll never be able to take the two steps
forward to propel you into a successful
sales career. So be patient and accept the
fact that these tips will help only if you
make a concerted effort to try them out.
They work for many of my clients...Read
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Prospecting
All pain, no gain?
Every one has to do it, no
one likes it. Without new sales businesses fail,
it happens every day, in every industry. Why are
some companies more successful at doing this
then others? Based on my consulting with
companies I have found that the ones who take a
disciplined approach, follow time management
skills, and have the proper tools succeed. Start
with how you approach prospecting. How much of
your time do you spend, are you seeing the
results you expect? My guess is you may not be.
My starting point with sales people I work with
is to first look at your current pipeline and
quarterly forecast. This will help you to
determine the percentage of your time you should
spend on prospecting. My belief is that if you
want to be successful and make your numbers each
month and quarter you need to set a minimum
amount of your time each week prospecting new
business. This amount may go up or down each
month depending on your pipeline and forecast.
You may have guessed it by now; it’s all about
time management...Read
More
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