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Sales
and Wasting Time
Be careful of time killers
The way that sales people utilize their time is
critical to their success. Many sales people are
simply ineffective time managers. Every minute
of every day is essential to a sales person.
Sales managers need to stress the importance of
time and help their sales people understand how
wasted time translates into lost sales.
Let's look at an example to clarify our point.
Suppose the average face-to-face call lasts 15
minutes. And the average travel time between
accounts is 30 minutes. We'll use an 8 hour day
even though we believe an 8 hour day falls far
short of acceptable in the sales game. Let's
assume that on this day the full 8 hours is
devoted to either travel or actual sales calls.
We'll further assume that the rep is at the
first prospect's doorstep at the beginning of
the 8 hour period. In this 8 hour day, the rep
would be able to make roughly 16 sales calls.
We know that sales is an imperfect art form and
making 16 calls in this example is undoubtedly a
stretch. We know that the rep will need to
return phone calls and follow up on and resolve
problems that might occur. These will consume
some of the day which will further reduce the
actual number of calls that get made. So let's
say that on a good day the rep can make 10 calls...Read
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Sales
Compensation Plan Components
Pay
your sales reps what’s fair and what they earn
A sales compensation plan cannot be developed
carelessly if sales reps are to be properly
motivated and compensated. We find that many
companies have ill-defined, confusing and
generally inappropriate sales compensation
structures.
It is important to create a sales compensation
structure that motivates sales reps to higher
levels of performance. It is also important to
allow sales reps to earn compensation as a
direct result of their efforts without crippling
their ability to meet their monthly obligations.
In other words, pay sales reps well by creating
incentives to achieve higher levels of sales,
but provide a safety net that is not too high or
too low. This can be a challenging task.
There are essentially four possible components
from among which to choose in developing your
sales compensation plan; salary, commission,
bonus and sales incentives. I believe that a
well constructed sales compensation plan can
include all four components...Read
More
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