Working outside the office can be challenging for sales managers, especially when it comes to managing their time effectively. You have to balance multiple tasks, such as prospecting, meeting clients, following up, reporting, and coaching your team. How can you make the most of your time and stay productive while working remotely? Here are some tips to help you.
Before you start your day, you should have a clear idea of what you want to achieve and how you will measure your progress. You can use a tool like SMART (Specific, Measurable, Achievable, Relevant, and Time-bound) to set realistic and meaningful goals for yourself and your team. You should also prioritize your tasks based on their urgency and importance, and focus on the ones that will have the most impact on your sales results.
Success in selling begins with clarity. Define your field of play - your goals need to be specific and detailed. Prioritize tasks like your livelihood depends on it (it does). Anything that is directly involved in closing deals should be at the top of your list. Everything else is a distraction. Keep reminding yourself that a crystal clear vision and plan today…leads to a satisfying paycheck tomorrow.
Working outside the office can give you more flexibility, but it can also expose you to more distractions and interruptions. That's why you need to plan your schedule carefully and stick to it as much as possible. You can use a calendar app or a planner to block out time for your key activities, such as calls, meetings, emails, and administrative tasks. You should also allocate some time for breaks, exercise, and personal matters. Try to avoid multitasking and switching between tasks too often, as this can reduce your efficiency and quality of work.
If you are like most people, you like having flexibility. If you want to hit your sales numbers, however, don’t use your desire for flexibility as an excuse for not having a plan and a schedule for your day. Structure your day with the discipline of a top-performing sales leader. Every planned activity that you execute on is a meaningful step towards your goal. Use technology as lifeline against distractions. Put all of your important meetings and tasks in your calendar. If you don’t, they will not exist...and they will not help you reach your sales targets. Selling time is your most important asset - invest your time wisely, and money will not be a problem for you.
Communication is essential for sales managers, especially when working remotely. You need to communicate effectively and frequently with your clients, prospects, team members, and other stakeholders. You can use various tools and channels, such as phone, email, video conferencing, chat, and social media, to stay in touch and share information. You should also set clear expectations and boundaries, and respect the preferences and availability of others. For example, you can agree on the best times and methods to contact each other, and avoid sending unnecessary or urgent messages outside of working hours.
In selling, your voice is your strongest tool. Frequent, extra clear communication builds trust with prospects and eliminates misunderstandings. A silent salesperson is a starving salesperson. Be heard. Make your presence felt - be unforgettable.
Technology and tools can help you manage your time effectively when working outside the office, as they can automate, streamline, and enhance your sales processes. For example, you can use a CRM (Customer Relationship Management) system to store and manage your contacts, leads, opportunities, and activities. You can also use a sales automation tool to schedule and send follow-up emails, reminders, and notifications. Additionally, you can use a sales intelligence tool to research and qualify your prospects, and a sales analytics tool to track and improve your performance.
It’s your choice: Use selling technology, or sell way below you potential. Most salespeople have a Customer Relationship Management (CRM) system. BUT most people do not use their CRM anywhere near it potential. A CRM isn't just a tool; it's your best friend. It frees you to strategize and engage where you're most valuable. Selling without tech is like sailing without a compass—you can do it, but it’s far more challenging and you’re likely to miss the fastest route to more sales.
Finally, you should review and improve your time management skills regularly, as they can have a significant impact on your sales success. You can use a time tracking tool or a journal to monitor how you spend your time and identify any gaps or areas for improvement. You can also ask for feedback from your clients, team members, and peers, and learn from their best practices and suggestions. Moreover, you can seek professional development opportunities, such as courses, webinars, podcasts, and books, to enhance your knowledge and skills on time management.
Sharpening your time management skills is one of the best investments you can make in boosting your sales. Weekly reviews of how sales reps are spending their time will turn good sales performance into great record-setting sales performance. Every good salesperson asks themselves: 'What's was my Return on Investment (ROI) on all of my sales activities today/this week?’' Take the answer to your question and go to work adapting, refining, and upgrading your time management skills and habits. In the economy of selling time, there are no refunds. Make every second count.