As a Sales person, you are driven by targets and commissions. If you are not selling and making your targets, then you don’t get paid! This stands for sales people working for a chain company or even those who are independently selling items. If you don’t manage to sell anything, you don’t get income. Take the watch trading business as an example, many students being trained (perhaps via Watch Trading Academy – their website can be found here) are solely focused on making sales and learning to be the best tradesperson they can be – as it’s the only way they will gain income. It is straightforward, isn’t it?
That’s why its important to understand how effective salespeople can get more done in a day.
As they say, time is money!
If you are looking to improve your effectiveness and productivity as a salesperson then consider the tips below. Not only will they save you time and get more done each day, but a flow on effect of this could be an increase in sales and commission.
Qualify Leads Hard
Salespeople love leads! But not all leads are the same.
As a salesperson you don’t want to waste time or energy chasing down leads that are going to go nowhere. That’s why you need to get into the process of qualifying leads hard, and as early in the sales process as possible. Initially, you might want to run any contact numbers you have through something like this bulk phone number validator tool to make sure that numbers are active and working to avoid wasting time on numbers that are no longer in use. Once that’s done, you can start thinking about how you’re going to approach the actual call.
One framework successful salespeople use to do this is BANT. This stands for:
- Budget: Does the company have the budget to actually buy whatever it is you are selling.
- Authority: Are you speaking to the person who has authority to sign off on the purchase or are the reporting to the person who does.
- Need: Does the company have a clear and pressing need for your product/service. How high on their priority list is this?
- Time: How quickly does the customer want to move? Is this something they are looking to buy in the next few days, weeks, months?
The more experience you have as a salesperson the better you will get at “reading between the lines” and figuring out just hot warm a lead actually is.
Make A Call Instead of Sending An Email
Email is an effective form of communication for prospecting, confirming details and organising meetings. But often it takes the other person some time to respond!
Instead of waiting round half a day for someone to answer a simple question you proposed via email, pick up the phone and make a call. You will get your answer quicker, be able to move on with the next step in the process or onto the next item on your to do list.
Conduct Meetings Over The Phone / Conference call
Some meetings require a face-to-face meeting. This is especially the case if you are stuck in the middle of a difficult negotiation or need to discuss something quite complex. However, if you have benefited from practical negotiation training courses like the ones offered at https://www.scotwork.com, you might be well equipped to handle such situations easily.
Other times however, a phone call or conference call is a much better option. My rule of thumb is that if the meeting involves less than four people or takes less than half an hour then there is no reason why you can’t do it over the phone instead of meeting face to face.
This can be a massive time saver! Even if it only takes 15 or 20 minutes to travel to and from your office to the meeting location you can easily save over 30 minutes a day.
If you have 3 or 4 meetings like this a week all of a sudden you now have an extra 2 hours in your calendar.
If you do have to conduct a face to face meeting we have previously provided some insight into how to run an effective meeting in 20 minutes or less.
Don’t Waste Prime Business Time
During your peak business hours, you should be on the phone talking to potential clients, closing deals and progressing opportunities. Often salespeople who are ineffective waste this prime time writing standard emails, putting together proposals or researching prospects. Then when it comes time to actually get in touch with customers its too late in the day to get anything done.
Effective salespeople get more done in the day by pushing these administrative tasks to the early morning or late afternoon. Between 9 and 4 it’s their “go time” and they are constantly chasing and closing new business. To keep track of all your tasks salespeople often turn to a task management tool to keep on top of everything.
Constantly set yourself the goal of moving deals forward or qualifying them out if they won’t go anywhere and rely more on the phone, than email and you will see your productivity increase significantly. Maybe your dedication could lead your employer to see your potential and look at you as a key employee! And maybe, that could call for policies like Key man insurance from your employer’s end to save the business, which could potentially decline without your keen enthusiasm!
Working out how you can get more done in a day as a salesperson isn’t about working harder. It’s about working smarter. You are compensated directly on the sales you make, so it makes sense that you use this time as best you can.
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