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"Time is money" is especially true for sales professionals. This course aims to specifically help sales professionals effectively make use of their time and gain optimal results.
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“Remember that time is money.” -- Benjamin Franklin, Advice to a Young Tradesman
In the cutthroat world of sales, any second wasted could be an opportunity missed – which is why effective time management is high on the agenda for top-performing sales teams.
“Time management” is the process of organizing and planning how to divide your time between specific activities.
As a sales professional, time really is your money as you are not likely paid for the hours you put in but rather, on your results: the more you sell, the more money you make.
Good time management enables you to work smarter – not harder – so that you get more done in less time, even when time is tight and pressures are high. Failing to manage your time damages your effectiveness and causes stress.
Why is time management important?
How To Effectively Manage Your Time
The key to effective time management for busy sales professionals is to work smarter, not harder.
Effective time management is critical to sales success, but it is also one of the biggest challenges.
As a sales professional, there are multiple demands on your time and attention but with limited resources and the fact that you’re measured by results alone, you are constantly being pulled in different directions and battling distractions.
When you manage your time rather than letting it manage you, you’ll be more productive and successful, less stressed, and more effective.
One of the most useful skills you can have as a sales professional is using your time wisely which will help you focus and, ultimately, boost your success.
You can effectively use your time wisely by getting rid of distractions, prioritizing, and focusing on your most important task: selling.
Useful Time Management Tips to Remember Eliminate Nonessential Tasks Check for administrative tasks you can eliminate, automate, or outsource. ## Things Happen, Be Prepared Your agility determines how fast you can recover when things go wrong. ## Be Smart with Email Have templates ready for repeated conversations, organize your inbox, and set up folders to quickly reference information when it's needed. ## Take the Bitter Pill Don't postpone the dreaded tasks. The sooner you deal with it, the sooner you can move on. ## Replicate Past Success Review your opportunities to see what has proven to be successful and use that on new prospects
Setting Up Your Process
In sales, where time means money, it’s important to have a structured process so you can eliminate as many distractions as possible and focus more of your time where it matters most, selling.
A sales process is a set of repeatable steps that a sales professional can use to take a prospective client from the early stage of prospecting to a closed sale.
Having a structured and well-defined sales process is key to effectively managing your time and your success in increasing your revenue
Remember, every minute you spend not engaged in high-reward selling activities means lost opportunities - and lost money.
A sales pipeline is an organized, visual way of tracking multiple potential clients as they progress through different stages in the sales process.
To maximize the value of your time, always begin your day with what truly matters, your most important tasks, and your biggest priorities.
Start your day by looking at your pipeline and set your priorities for the day.
Look at your to-do list and ask yourself: What can I get done today that’ll have the biggest impact on my pipeline and targets?
Focus on the 20% of leads that will help you achieve 80% of the results.
How to Communicate with your Clients Efficiently Schedule your next call while the client is still on the call with you instead you hanging up the phone and emailing them with a suggested time. ## **Send and go through the contract ** Answer any questions your client might have while you’re on the phone with them to save yourself of back and forths. ## **Keep sales call short and get to the point ** Bring a game plan to each call and end each call with clear next action steps. ## Give clients your undivided attention Commit to being fully present during a conversation. ## Be smart with emails Have templates ready for the conversations you have on a repeated basis.
What is a sales pipeline?