According to Hubspot, only one-third of a salesperson’s day is actually spent selling. Why? It’s probably about not being as organized as a salesperson needs to be. Organization definitely is the mundane part of the job compared to the adrenaline of selling. But it is SO important for your long-term success.
Yes, work can get crazy sometimes. So here are some ways to rise above it all and hit your sales goals.
How do you become a master of your sales schedule? Always schedule out ahead. Do not start planning your work week on Monday.
Instead, take time at the end of each day to plan the next day. For example, get your list of 20 prospects together during the “quiet” time before you leave the office. Also have 5 calls pre-scheduled and 15 cold calls planned for the following day. Then you are totally prepared for the next morning.
Here are more ways to get dialed in for 2019:
- Address your own emails early, before you call your clients. This is very important–DO NOT let your inbox control your schedule.
- What’s your perfect sales day look like? Plan your time based on the optimum number of sales calls and emails you need to perform daily to accomplish your sales goals.
- Use a CRM to organize your day. Using a call-back template with side-by-side notes tells you what you need to know during key moments.
- Identify who is missing from specific issues. If certain issues looks a little slim, your CRM will know who advertised last year, and who is missing. (It’s also easier to lure back previous clients than to find entirely new ones.)
- Prepare for follow-up. Get your follow-up emails set so that you can easily cut and paste. And personalize each follow-up email for the people whom you’ve left voicemails.
- Schedule a time slot for unexpected issues that may come up. Running from fire drill to fire drill is an inefficient use of your valuable time and takes you away from your most important task–selling.
- But if something comes up and takes 5 minutes or less to address, do it right then. Don’t put off tiny tasks that can morph into one big, mundane time-suck for you.
- Set aside specific time for the admin stuff. Work on desk duties at the end of the day so you can use the best part of your day for client interaction.
- Build in time every week for working on your selling skills. Role-play, listen to or read motivational presentations, ask for feedback.
If you follow these guidelines you will be totally ready for selling in the New Year. Make it your best one yet!
About this blogger: Diana Landau is the Content Wrangler for Niche Media. A former sales director and corporate marketing hack, she has now found nirvana in writing and wrangling quality content. Diana is a food, wine, art and SF Giants enthusiast…who sometimes gets carried away.
Niche Media has the best events, education, and training in media! Our super niched-out events & content give target-audience publishers in the B2C, hobbyist, B2B, city & regional, and association markets the tools they need to build revenue, audience, and more.