> is sales just time management?
is sales just time management?
I have been selling advertising for the last three years, so i'm no where near as experienced as some of you, before sales, i was a self employed programmer .. this may have influenced the way i think/write the following ..
in my mind, getting better at sales, is simply a better return ($$$) on my time
and when i step back and look at myself, and other members of the sales team. I see nothing more than a matter of the return on your time spent
1) at your desk
2) between your desk and the fax machine or another desk
3) on the phone
4) waiting for your call to be transferred
5) listening to the phone ring before it is answered
6) being put on hold
7) making a coffee
8) waiting for the fax to come through
SO little time is spent SELLING.
I don't know about you, but this is just a terrible use of our own resources.
In fact the 'to do' items above could be broken down into minutes and even seconds, none of which actually help you sell more.
There are only 8 hours in the day. You only sell when you are .. what? presenting .. ? closing .. ?
If our target is FIVE sales a week, that's ONE per day.
5 sales a week SHOULD NOT be related to how many hours you work a week.
If you could condense 1 week of work into one day, you could accomplish 5 sales a day.
If you could do this you would have 25 sales a week.
There is nothing stopping you and me from getting one weeks' worth of sales in one day -
because I do sell 5 every week.
The only thing stopping ME is ..
1) *ring ring* *ring ring* *ring ring* *ring ring*
2) james is in a meeting at the moment can i take a message
3) please hold
4) can you send me a fax with your proposal
5) james has left for the day can you call tomorrow.
6) typing (i type 80-100wpm)
7) using my pen
8) using my calculator
9) looking at the rate card
I sell completely over the phone (so i DONT waste time driving).
I want to make those 5 sales a week in 1 day. And all the sales training in the world isn't going to help me because I probably only speak to decision makers 30m in a day.
I get $x sales per week because we work $y hours.
That's why i come in FRIDAY
That's why I come in THURSDAY
That's why I come in WEDNESDAY etc etc
All because i didn't have enough time on monday .. something .. i could have done on monday if there wasn't so much time wasting.
So far i've only come up with one solution to this problem .. if you don't think this is a problem, tell me .. to illustrate lets take an extreme example.
lets say you are selling a can of coke and your commission is $0.25c. lets say you are selling over the phone.
your unproductive activities include:
1) looking at the number to call and finding the numbers on the phone to dial
2) introducing yourself
3) asking for the dm's name
4) receiver asking what the call is regarding
5) you reply
6) receiver telling you to send a fax and the decision maker is busy
7) asking what the fax number is
8) receiver replies
9) hanging up
10) batching the activity so you can do it later
11) finding another number
12) dialing, waiting for the receiver to answer ..
53) finally 78 minutes later you make a sale and you've earned $0.25c
if you keep this up you'll have about $1.50 by the end of the day. not very productive ..
although there isn't a solution, you can greatly improve the situation by selling something that pays more per sale. you can do this by selling something with a larger revenue per sale, and therefore, probably a larger commission.
you need to sell something worth $100,000s to minimize unproductivity endured per sale.
your thoughts and comments please !!!
perhaps you all know this? - by luka.
Time management plays an important role in sales but sales is more than time management. Other ways to improve your production with the limited time you're working with include better prospecting and better selling. ;) - by AZBroker
Let's use your coke commission example and back into the