Time Management Skills for the Sales Professional |
|
Email | Add Comment | Read Comments
|
|
|
|
 |
Posted By: Julie Shenkman In: Sales & Sales Management
How can I improve my employee and time management skills? Learn more at SalesHeads.com.
|
Whether you’re a top performing sales person, or a rookie looking for time management tips, many sales professionals are surprised to learn that valuable time is slipping away every day. These wasted hours translate into lost opportunities, and even a decrease in your overall compensation. However, learning time management skills allows you to focus more heavily on activities that will boost performance and enhance results.
Prioritizing Tasks
According to Ray Silverstein of Entrepreneur Magazine, small tasks can add up, taking away valuable time from sales. For better results, carefully evaluate how you’re spending your time with an activity log. During this time management training exercise, log all work related activities for one week. After the week is up, review activities, and identify which areas are hindering productivity.
After you’ve identified the “problem areas,” cut back on tasks that aren’t adding value, and focus on sales driving activities, such as:
- Making phone calls to schedule meetings
- Attending networking opportunities
- Asking existing clients for referrals
- Meeting with prospective clients
- Creating sales presentations
- Closing sales
Setting Monthly Goals
With a little bit of planning, you can differentiate yourself as a top performer within your company. However, setting monthly goals, and managing your time effectively is essential. First, determine how many sales are needed to achieve your goal. Then, determine how many prospects you need to contact each month to achieve those goals. For example, if you need to contact 100 prospects each month to achieve your goal, you’ll need to make five calls each business day of the month.
Breaking Jobs into Smaller Pieces
Project management is an important piece of streamlining your daily schedule. A large job can feel overwhelming when looking at the numerous components. For many sales people, this causes procrastination – which is a huge time management issue. When confronted with a large task, break the project into several smaller tasks. Make a “to do” list for each small task, and assign a due date for each. Then, work on each task in order, which provides momentum for finishing the project.
Managing Office Distractions
When evaluating your weekly activity log, did you notice how much time is spent talking with co-workers? For some sales people, this time adds up, and wastes valuable opportunities. And for sales people who work heavily on commission, this wasted time could be funneling money out of your pocket. Although it’s not realistic to hide in your office, keep distractions to a minimum, and have an excuse ready. For example, “I’m expecting a call any minute, so I had better get back to my office. Can we catch up a little later?”
Allowing valuable time to slip away is one of the largest mistakes salespeople can make. Streamlining your daily schedule will help you achieve your professional goals, and ultimately – drive higher earning potential.
|
|
|
|
| |
|
|
|
|
|
Comments
There have been no comments made on this article. Be the first to share your thoughts by using the form above.
|
|
|
|
|
|
|
Email | Add Comment | Read Comments
|
|
|
