- October 24, 2017
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
What do you do when a call or meeting cancels unexpectedly?
The choices come from two categories:
Distract includes catching up on your reading, browsing the net, stepping out for a beverage and/or snack, making a social call, chatting with colleagues, relaxing, driving, or taking a nap. It also includes getting things on your to-do list taken care of, administrative work, proposal writing, quotes, responding to email and other non-selling time work that could be done during the evening or the hours before the sun comes up. Distract is the sales version of charcoal. It’s dirty.
Engage is phone specific. It includes returning calls, diving into CRM and making calls to move opportunities forward, making calls to schedule new meetings, and making calls to get introductions. Engage is the sales version of Diamond. It’s crystal clear.
In other words, when you find yourself with engage time during business hours, that should translate to phone specific action. Everything else must be done after hours.
Many salespeople are so busy getting the work done that they don’t see how much selling time they waste doing administrative work that can be postponed until later. Instead they do their administrative work and postpone their selling. This Google search reveals that most salespeople spend between 3% and 35% of their time actually selling. When we correlate these percentages with selling effectiveness, the top 23% of all salespeople spend double that amount while the bottom 77% are actually in the 3-25% range. The bottom 77% are there only because they score poorly when measured on 21 Sales Core Competencies. The fact that they don’t manage their time well either simply compounds the problem.
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