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At first glance, this look like a bit unrelated to the daily challenges of an successful sales person. What has this to do with your interactions with your clientele? Think about the issue of "sales time". Sales time is the time that you actually spend interacting with your customers either on the phone or in person. It is the heart of your job and the ultimate reason your company employs you. Investing your sales time well is the way that you accomplish better results and earn your money. Due to the burden of administration, reporting, recordkeeping, travel, etc., the typical field sales person barely spends about 25 percent of their work week in "sales time". In today's economy, the demands on our time by the press of "other stuff" can be overpowering. We must be constantly battling the allure of "other stuff" so that we are investing amply in selling time. All things being equal, the more time you actually spend with your customers, the more profitable you will be. So, that leads us to this question: What constitutes the biggest proportion of other stuff? What has the potential to overpower us, to cheat us of our sales time by tempting us to invest our energies in something not nearly as beneficial? The answer? Information. We are inundated with information. Consider the qualtity of selling literature, technical bulletins, computer reports, web pages, emails, voice mails, and memos from the boss that we have to deal with every day. All these are types of information. If we gave in to the temptation of dealing with all the information that comes our way, we could easily spend 8-15 hours a week doing nothing but that. And that would not be a good idea. It would detract from our ability to create sales time, as well as immediatelyand negatively impact our performance. That brings us to this best practice. The best performers don't waste a lot of time dealing with useless information. They stay focused on the heart of the job - sales time - understanding that without quality time with their clientele nothing else matters. So, they create disciplines and strategies that enable them to deal with all the forms of information quickly and expediently. The ordinary sales people waste inordinate amounts of time processing information.
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Dave Kahle is a high energy, intense world-class speaker who specializes in B2B sales training. His sales training seminars have been globally presented and received with enthusiasm.
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