10 Time Management Tips for Sales Teams Today

When it comes to sales team effectiveness and your results, your time is the most important resource that you have available.  It sounds so simple and yet so many salespeople waste time.  In an average group of 10 salespeople, only a few would have time optimised for the tasks at hand.  It is common to see 50% of the working day being wasted.

If your salary or your commission is based on performance and outcomes, you simply cannot avoid the time management rules and controls.  Everything that you do every day should be well considered.

Here are some rules to help you get your business and your activities under control:

  1. Set some goals for yourself.  In this way you will know where you are headed and why.  Make sure those goals are based on specific outcomes and time.  Each week you can track your processes and adjust where necessary.
  2. Identify the 3 things that are critical to your business growth.  Those things should be done every day to allow you to improve your market share and client outcomes.
  3. Control your telephone both in the office and on mobile.  When people ring you they put other tasks and focus into your day.  Preserve a period of 3 hours each day where you get key things done.  During that time the message bank on your telephone can take messages.
  4. Tidy up your desk, car, and briefcase.  Nothing is more off-putting than a desk area that is out of control.  If you see the clutter you will feel that you are getting nowhere fast.
  5. Use a written diary to control your time in manageable chunks.  Work in chunks of 2 hours.  In this way you will get 4 or 5 things done each day.
  6. Use a system to get the basics and everyday things under control.  This will normally be a computer and a database.  Record the important things and get back to them later.
  7. Set priorities in your business and for you personally.  Some things are more important than others and you are the best person to know what the priorities are.
  8. Audit your use of time so you can identify the weaknesses and remove them.
  9. Do the hard and difficult things done each day first up.  In this way those issues are likely to be done.  It is a known fact that most business people put the hard things off and wait until the very last minute to do the job.
  10. Exercise each day to give yourself some personal time.  This will help you feel less stressed and remove some pressure from your life.

We tend to forget that we are the ones that are in control.  Seek to get yourself under control and optimise your business outcomes.  These rules will help you do that.

Come Out on Top in Sales This Year

In business and in sales today, things change on a regular basis and you need to see that change.  For this reason you need a personal business plan and a process to keep you on track.  High performing salespeople develop a plan that keeps moving them forward.

Here are some tips to help you develop your business model and plan.

  1. Once every quarter, it pays to review your market for changes and pressures.  Look at the opportunities of change that can provide you with more clients or sales.  Compare each quarter to that of the previous quarter.  Look for the trends over time.  Pay particular attention to the seasonal sales activity and patterns in your town or city.  Generally most salespeople have a window of 10 months each year as a core selling period.  That is the time frame where you really need to work hard and with focus.  That is where your plan will be most important.
  2. Your product or service will require knowledge, skills, and market updates.  That should be an ongoing process of tracking and improvement.  The clients that we serve like to see confidence and relevance when we do our sales pitch or presentation.
  3. Considering the current market and your services, ask yourself the following question.  Why do people need you?  The best answer to this question will be your unique selling point.  The answer that you give needs to be quite specific and all of your marketing efforts should be centered on those facts.
  4. Determine where you are right now when it comes to market share, clients, sales, and income.  All of these things should be part of your business plan and improvement model.  Targets should be set when it comes to each of these categories.  The target should be realistic and yet also optimistic.  Set the rules so that you know exactly where you are headed with your sales targets this year.
  5. The targets that you set should be established on a timeline given your core 10 months of market activity.  If you are starting your selling career in a new area or business, you will need to stagger the growth of sales over the 10 month period.  The first three months of the period are likely to be devoted to the establishment of market share.
  6. From all of the above items, you should be setting your action plan in motion.  That action plan will require resources to support the systems that you create.  A database will be part of that process.  The client connections that you make should be tracked in the database so that ongoing customer relationships can be built.  In many respects, the success of a salesperson is largely based on trust.
  7. On a final note, always track your progress on a weekly basis.  In this way you will quickly know when things are improving or slowing down.  Your plans and actions can then be easily adjusted.  Pay particular attention to your prospecting processes, conversions to meetings, meetings to sales, and customer service.  Providing everything moves well, you should have the opportunity for ongoing referral business and repeat client activity.

The results that you get as a professional salesperson are largely driven by your mindset and your actions.  Protect and support both of these processes with the right attitude and consistency.  Over time you can build your market share and income.

Hit the Jackpot as a Top Salesperson

When you look around the business environment today, you will see different salespeople and different sales teams. They all function differently and some are more successful than others. When you work on commission based summary, success is not an option. Results simply have to come your way.

The most successful salespeople are those that deliberately choose to improve themselves and their skills. Each week they are taking further steps towards skill development and improvement.

Here are some tips to help you improve your results, client base, and sales.

  1. Read books on top salespeople to get more ideas about how people approach their industry and their market. When it comes to selling as a profession, we may have new technology and resources to use today, but the profession is the oldest in the world. You can learn a lot from those successful people that have put their ideas and experiences down on paper.
  2. Determine your greatest weakness when it comes to sales and prospecting activity. The greatest weakness that you can identify is likely to be the one that you avoid at all costs. It is also likely to be the one that holds back your market share and income. Determine the weakness factor that is holding you back, then seek some training and guidance to help you improve and remove the weakness. Practice is the key to developing new skills and improving poor ones.
  3. Understand your strengths from a business perspective. Those strengths can be solid foundations for ongoing client contact, presentations, client service, and sales. Develop your strengths further through the practice process.
  4. Systemise your day so that you can get the most important things done that can help you build market share and sales. Top salespeople know the importance of certain key things that they do. Every day they will repeat the most important issues such as prospecting, presentation skills, and client contact.
  5. Track your progress on a daily and weekly basis. Results and ratios connect you see where your activities are improving, and where the weaknesses still remain.
  6. Build a database of client contact that is reliable and accurate. Every meeting and conversation should be tracked into the database for future opportunity. As simple as this seems, many salespeople are not very diligent when it comes to database maintenance. This weakness can be your strength.
  7. Set business and sales goals that are results orientated. Determine the number of sales that you need for the quarter and for the year. Determine the number of clients that you need in particular categories that will help you achieve those sales. Set the prospecting model in action that will allow you to create more clients, and meet more people. Each day you can track your activities with prospecting, meetings, presentations, and sales.

All of these things will help you to progress as a professional salesperson. That being said, you should take a half day a week out of your business diary to focus on planning and performance. Each week, each quarter and each year, there will be seasonal changes to client activity and market forces. The planning process allows you to focus on what’s been happening, how you need to change, and the implementation of your personal business plan.

Time Management Tips for Sales Teams Today

When it comes to sales team effectiveness and your results, your time is the most important resource that you have available.  It sounds so simple and yet so many salespeople waste time.  In an average group of 10 salespeople, only a few would have time optimised for the tasks at hand.  It is common to see 50% of the working day being wasted.

If your salary or your commission is based on performance and outcomes, you simply cannot avoid the time management rules and controls.  Everything that you do every day should be well considered.

Here are some rules to help you get your business and your activities under control:

  1. Set some goals for yourself.  In this way you will know where you are headed and why.  Make sure those goals are based on specific outcomes and time.  Each week you can track your processes and adjust where necessary.
  2. Identify the 3 things that are critical to your business growth.  Those things should be done every day to allow you to improve your market share and client outcomes.
  3. Control your telephone both in the office and on mobile.  When people ring you they put other tasks and focus into your day.  Preserve a period of 3 hours each day where you get key things done.  During that time the message bank on your telephone can take messages.
  4. Tidy up your desk, car, and briefcase.  Nothing is more off-putting than a desk area that is out of control.  If you see the clutter you will feel that you are getting nowhere fast.
  5. Use a written diary to control your time in manageable chunks.  Work in chunks of 2 hours.  In this way you will get 4 or 5 things done each day.
  6. Use a system to get the basics and everyday things under control.  This will normally be a computer and a database.  Record the important things and get back to them later.
  7. Set priorities in your business and for you personally.  Some things are more important than others and you are the best person to know what the priorities are.
  8. Audit your use of time so you can identify the weaknesses and remove them.
  9. Do the hard and difficult things done each day first up.  In this way those issues are likely to be done.  It is a known fact that most business people put the hard things off and wait until the very last minute to do the job.
  10. Exercise each day to give yourself some personal time.  This will help you feel less stressed and remove some pressure from your life.

We tend to forget that we are the ones that are (or should be) in control.  Seek to get yourself under control and optimise your business outcomes.  These rules will help you do that.

Think Like a Sales Champion and Win More Business

A sales champion has a definite mindset that separates them from everyone else.  The mindset helps them with the focus and the action to keep moving ahead to their plan.  They know what they want and they take steps towards that every day.

You could say that sales champions on average make up only some 10% of those people in sales teams in most industries.  That leaves a staggering 90% of salespeople as quite ordinary.

Business leaders and Sales Managers would love to have more high achievers.  The fact of the matter is that sales performance is a personal thing.  You can train people to rise to the occasion, but in doing so you must help them with the altered mindset for the task and give them the routine to change old and ordinary habits.

The good news is that you can do all of this yourself; it just takes focus and effort for about 5 weeks.  After that time things should be different and your market share should have improved.

Here are some tips to help you rise to the pinnacle of your industry and market:

  1. Understand what you are good at and feature that in your client connection processes.
  2. Improve your prospecting at every opportunity.  It is a personal process and skill.  Understand that decisions are made at the top level of business.  That is where you should set your prospecting sights.
  3. Build a database of contacts that you can strengthen relationships with over time.
  4. Know why your product or service will be of help to your prospects.  Define the benefits comprehensively for your industry.
  5. Define your target market physically and geographically.  You cannot be a top salesperson over a big area.
  6. Understand and optimise any seasonal pressures that apply to your product or service sales.  You will likely have a time of year where results can be optimised.
  7. How will your product or service benefit your target prospects?  Can you quantify that in profits or results?
  8. Put yourself in the client’s chair.  Think about your product or service from their angle.  What result are they looking for and can you match that requirement?

To be a champion in sales, you simply need to be the best solution and sell yourself around that.  Understand that most other salespeople in your industry are quite ordinary.  That is an amazing opportunity for you to build on.

Sales Team Performance Tips – Tracking Your Sales Ratio

The trends in sales enquiry and sales conversion will always help you with developing and implementing a good business strategy.  Those salespeople that really know their way around numbers and ratios will usually rise to the top of their business faster than others.The fact of the matter is that numbers tell us things that are very useful; you can then adjust any prospecting and marketing activities that are not converting the business, and improve on those that are getting good results.

Here are some of the numbers that we track when it comes to business growth and levels of activity:

  1. Find out where the enquiry is coming from.  If you do a lot of marketing in various channels of the media, work out what works and what doesn’t when it comes to marketing.  They call the process ‘test and measure’.   Do more of the things that attract the best levels of enquiry.
  2. If you work with or are in charge of a sales team, watch the sales and business conversions of all of your salespeople and then compare them.  Some of those salespeople will be better than others when it comes to building momentum and sales.  In many respects the results can be driven by the salespersons sales character and personal systems.  If something works well for one salesperson, replicate it and spread it across the team.
  3. Do you keep specific numbers relating to your prospecting activities?  The numbers to know and check on a weekly basis should be calls in and out, meetings held, sales made, and time involved in the sales cycle.  Some businesses have very long sales cycle; all the more reason to have a ‘sales pipeline’ process.
  4. When you create a client relationship, the next step in the business cycle is to strengthen the sales relationship so you can sell them more product or services over time.  Some of those clients will be of a Key Account nature; on that basis they will require the attention of your best people and client services.
  5. Lastly something should be said about ‘referral business’ and the obtaining of that business from existing clients.  Do not overlook the opportunity here.  Your existing clients know other people and on that basis some new relationships can be opened up.

When it comes to building a business or market share, systems work every time.  This then says that you should develop a system of approach at a personal level and then make it a habit in your daily activities.  When you make it a habit, you can improve it and that’s how results come in.  Many salespeople struggle with the fact that ‘systems’ are required to help them achieve better success in their industry.  If anything, that then makes it much easier for others that can develop a good approach to business with well-developed systems.