Good time management is one of the basic prerequisites of successful sales people's work. If you do not want your sales people to lose their time, make sure that the following situations do not occur in your team. The most common reasons for unnecessary loss of sales people's time were published on eyesonsales.com. Share them with your sales people and teach them to consider how to use their time more efficiently.
1. Attraction by urgent/trivial issues
Sales people like to be active and busy. They are less able to tolerate times when nothing happens. Therefore, when suddenly comes a call from a customer with a problem, enthusiastic sales people begin to deal with it and often devote several hours to solve urgent problems that could be easily solved by someone else. Then they have not enough time for important tasks such as sales calls and meetings.
2. Satisfaction with the current state
Many sales people reach the state of pleasant routine after some time. They earn enough money, they have created ingrained work habits and do not want to devote their energy to finding ways for further improvement of their work. If you have not changed your sales practices for several years, it's wrong.
3. Lack of confidence in other people in the organization
Sales people tend to work independently, which is mostly good. It is, however, a bad thing in the case of tasks that can be better done by their colleagues. It makes no sense for sales people to lose the time that can be focused on sales due to unnecessary distrust.
4. Lack of time planning
Good time management starts with thinking about things before starting to work on them. Good sales people, therefore, plan their annual goals as well as quarterly, monthly, weekly and daily ones. They are disciplined and seek objective answers to fundamental questions such as:
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What I really want to achieve with this customer?
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Why do not they purchase form me?
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Who is the decision maker at a specific account?
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Why do I devote so much time to one customer and less to another?
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How can I change what I do to be more effective?
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