Struggling to manage your time as an outside sales professional?

To excel in outside sales, particularly in the managed IT services and office technology sectors, effective task prioritization is crucial. Focus on high-impact activities that align with your clients' needs, such as understanding their pain points in document management or IT infrastructure. Additionally, leveraging technology—like CRM tools—can streamline your processes, allowing you to allocate more time to building relationships and closing deals. Remember, the ability to adapt and reflect on your strategies will not only enhance your productivity but also position you as a trusted advisor in your clients' eyes.

To excel in sales, prioritize tasks by focusing on activities that directly impact your goals, like client meetings and prospecting calls. These should come before less critical tasks such as administrative work. Use a digital tool or planner to list tasks by importance, ensuring that you address high-priority activities first and direct your energy toward the most impactful efforts. Engage with clients by sharing necessary information, actively listening to their pain points, and providing appropriate solutions.

Focusing on the most revenue-generating activities first is essential for outside sales professionals because it maximizes profitability, efficiently uses your time, and builds momentum. By prioritizing these tasks, you strengthen key client relationships and ensure your efforts directly contribute to your sales success and the company's bottom line.

My day always started with seeing what was going to be delivered to my customers. I had specific days for each customer and stuck to it. I would check emails in the morning and afternoon. The vast majority of my day was spent on the road seeing customers. I dedicated the last hour and a half to quoting everything from that day. While necessary, the administrative side of the job (phone calls, quotes, emails, etc.) always worked best for me at the end of the day. The priority is always selling. That is, being in front of the customer. That's what generates revenue. Everything else is secondary.

In my experience as a sales professional, efficient planning has been crucial. I saved valuable time by scheduling meetings with targeted personas by creating an Ideal Customer Profile (ICP) and knowing our capabilities and strengths. I planned the most efficient paths between appointments, which reduced time and allowed for more client interactions. I always remembered that time spent on unplanned strategies and goals was time not spent selling, so I made every effort to minimize it.

O planejamento eficiente de rotas é essencial para profissionais de vendas externas, pois permite economizar tempo e maximizar intera??es com clientes. Agendar reuni?es em áreas geográficas próximas e usar ferramentas de otimiza??o de rotas pode reduzir o tempo de viagem, aumentando a produtividade e as oportunidades de vendas. Minimizar deslocamentos é crucial para transformar o tempo de trabalho em resultados concretos.

No acompanhamento de profissionais de vendas externas o protocolo mais eficaz que identifico é o planejamento de rota considerando: 1 – Clientes da curva A na regi?o; 2 – Número de empresas neste perfil que ser?o visitadas no período; 3 –Cálculo realista do tempo de deslocamento para chegada na regi?o e entre as empresas por turno utilizando aplicativo de rotas e investiga??o de ocorrências que possam comprometer o tra?ado, como obras por exemplo; 4 – Defini??o dos objetivos específicos na visita em cada empresa analisando o histórico de compras recentes e refletindo sobre cada comprador ou responsável, lembrando detalhes comportamentais e estilo; 5 – Montagem do cronograma considerando algum tempo extra para corrigir imprevistos.

I had a fairly large territory. I had certain days for farther out from the store and other days were dedicated to closer to the store. The absolute must is be consistent. When I took over the book of business I was told that this customer would only buy one thing from us and it would never be more than $500/month. After introducing myself, I told them I would be there every Tuesday morning at 10am. I did exactly that. It took about 6 months but they said we want to give you something else to try. Slowly they started giving me more of their business. By the time I left, the "$500/month" account was spending $6,000/month with us. Any time that they needed something they came to me first. Having a set route sets you up to win. Be consistent.

As a general rule we have too many meetings. If you have meetings keep them short and precise. Schedule time to do your meeting follow ups as well. Time blocks are a disciplined practice that is critical to get things done and hitting your goals. I'm a fan of overscheduling time blocks if you are able to do so (i.e. - If it does not leave your Calendly looking scarce). This allows you to "move a meeting" for something that is a high priority.

Incorporating time blocks into your schedule is highly effective. Tackling your most demanding tasks first, when your mind is sharp, allows you to complete them efficiently, freeing up the rest of your day for simpler, less intensive tasks.

Blocking time helps you sell more and be more successful by ensuring you dedicate focused, uninterrupted periods to high-impact activities. By scheduling specific times for revenue-generating tasks, you avoid distractions, maintain consistency, and make sure that your most important work gets done. This disciplined approach leads to better client interactions, more closed deals, and ultimately greater sales success.

TextExpander is one helluva tool to use for emails, messages on social media and even forms the likes of invoices or brief. Go check it out!

In today’s digital age, leveraging tools like ChatGPT can give you a significant advantage in managing your time. ChatGPT can automate a variety of tasks, from generating content and answering queries to organizing information and providing insights. By integrating ChatGPT with scheduling tools, you can streamline your daily activities, manage your calendar, and even set up reminders for key events or tasks. This automation frees you up to focus on high-value activities that drive sales and growth, allowing you to maximize your productivity and efficiency.

Integrating AI into your sales process can significantly boost your efficiency and success by automating routine tasks, such as scheduling and CRM updates, allowing you to focus on high-impact activities. AI tools can also enhance lead scoring, helping you prioritize prospects most likely to convert, and enable personalized outreach by tailoring communications to each prospect's needs. Additionally, AI-driven insights and sales forecasting provide valuable data to refine your strategies, while AI-powered chatbots engage with prospects 24/7, ensuring no opportunity is missed. By leveraging AI, you can work smarter, close deals faster, and ultimately enhance your overall sales performance.

Regularly analyzing your week is crucial for continuous improvement. By reflecting on what went well and what didn’t, you can identify patterns and areas where adjustments are needed. This weekly review allows you to pinpoint tasks that consume more time than anticipated and recognize moments when your productivity dips. With this insight, you can prioritize what's truly important, refine your approach, and make strategic adjustments for the upcoming week. Over time, this practice leads to more effective time management, better sales strategies, and enhanced overall performance.

Leverage Personal Passions in Your Sales: Find ways to blend your interests into your sales process. Invite top clients or prospects to join you for a round of golf, or send them a thoughtful gift related to your hobbies. These personal touches create memorable experiences that strengthen relationships and make you stand out from the competition.