2 Tips For Time Management in Sales

As salespeople the sheer number of tasks we have can sometimes seem overwhelming. Between following up with customers, servicing new leads, pricing, closing appointments, and lead generation in general it feels all-to-often that the day just does not contain enough hours.

While I may not have the power to grant an extra two hours to each day, what I can do is share two techniques that I and members of my sales teams use/have used to help get the most efficiency out of each day.

WORK SMARTER BY HAVING A DAILY PLAN

There is a difference between working HARD and working SMART. Top salespeople and executives understand that in order to reach a pinnacle, you must be able to do both. So many times I have seen salespeople work crazy amounts of hours, make tons of calls and have no results to show for any of their work. While this will be a topic for another day, the main point in this context is in order to work smarter, you must become efficient and you must have a plan for each day.

This means that each day, you should have your goals and expectations. During the day, you will be adding tasks as they come up, and most importantly you will be prioritizing leads and tasks (thus working more efficiently).

When it comes to keeping your schedule on track, technology can be the single biggest aid by far.

In my office, I have 2 personal assistants at my disposal; Their names are ALEXA and SIRI. Through the use of technology, I am able to speak reminders, alarms and appointments into my calendar.

Next to my bed, I keep my Echo Dot. When I wake up in the morning, Alexa is able to give me the weather, news and recite to me my meetings for the day. This work well for me, as I have a few moments each morning to reflect on what's ahead and formulate the workflow for the first part of my day.

Throughout the day, I will add any tasks for the tomorrow or later in the week to my calendar via my Echo located next to my desk.

I have found this type of planning to be very helpful, and I know several salespeople who use this technique with great success.

For hourly tasks, I will keep a notepad close by and write them down as I go. This way, I am able to formulate a list of short-term tasks and give myself accountability. Once they are done, each task gets crossed off and replaced by additional tasks throughout the day.

All my appointments, meetings and conferences are marked via my Amazon Echo. When I am traveling, I rely on Siri for the same.

NEW LEADS TAKE PRIORITY 

This is something that a majority of salespeople overlook. A new lead, with the exception of a sale, a customer in-front of you, or a contract is the most important item on your list.

Why? Have you ever hear the expression "The early bird gets the worm"? This statement could not be any truer in regards to sales.

A new lead should be replied to IMMEDIATELY! Studies have shown that when your response rate to a new lead is less than 5 minutes, your chances at the sale go through the roof.

When you are conducting your follow-up, try starting with your new leads FIRST. Then work on those prospects which are the hottest. Finally, work the remaining leads. The trap that most salespeople fall into is doing the exact opposite. They will work the older leads first, then the hot prospects and finally new leads. This is a setup to frustration and failure.

Remember, those not-so-fresh leads are not ready to purchase yet for a reason. It's your job to find that out via exposing their hidden objections, or by blocking their stated objections. These leads can be frustrating and very time consuming, so save them for last and work what is coming across your desk in the present.

In a later post, I will show you how to leverage technology and automation in order to keep "touches" on those leads which are a little further out. The importance is to not ignore those leads, but to work them efficiently in order to maximize your time.

As always, feel free to follow my blog here.

Copyright 2018 by Zachary Jahnigen