As a salesperson, you’ve probably heard it a million times, “time is money,” and “never put off to tomorrow what could be done today,” as well as a list of other sometimes annoying (but true) inspirational sales quotes. But as they also say, talk is cheap, and you need to figure out exactly what you need to do to close some deals before the end of the quarter. First things first, whatever you do, it likely will start by amping up your productivity. But, as we all know, patterns are hard to break, and you’re just not sure what exactly you need to do differently to experience real results.
Well, to help amp up your efforts, here are a few items to consider:
1. Batch the Administrative Work
You know the typical routine, call, leave a voicemail, take notes, record notes in the CRM, send an email, repeat. Instead of doing it that way, try to batch up your work to save time. Make 15 calls right away, taking quick notes along the way. Then do all your CRM work and all your follow-up work at the same time. This will streamline your processes and help you move through the call list that much quicker.
2. Eliminate Environmental Distractions
Does Negative Nancy sit next to you? No? How about Talkative Tim? If the people around you are influencing how much you are able to get done, it might be a good idea to figure out a way to change it. Talk to management about a seat change or book a conference room to create a space where you can focus on the productivity tasks you need to accomplish your goals. Additionally, distractions don’t always come in the form of people, so close your social media windows and other screen-based distractions that can take you down a rabbit hole of wasted time.
3. Focus Only on What Gets Results
If networking groups have never proven to produce sales for your business, why are you going to them? If you are working to enhance your actual results in sales, you have to carefully monitor what works, what doesn’t, and stick to only items that are producing results. Every business is different, so keep in mind that what drives results for your sales rep friend over at Company X, might not work for your business at Company Y. Don't be afraid to try some new things out, but if you can quickly tell they aren’t going to move into your pipeline, or if you do get some, and the resources to get there far exceed the payout, that's your signal to move on.
4. Block Your Calendar
A good salesperson should see their calendar as a powerful tool in their path toward successful selling. Planning the year, quarter, and week in advance will help to provide focus and direction toward accomplishing the goals set. If you use your calendar as your guide for this planning process it can be a powerful tool towards maximizing productivity. Block off time for prospecting, lead generation, prospect follow-up, meetings with buyers, and more. Also, don’t forget to block off time for yourself where you aren't being productive - everyone needs that to avoid sales burnout.
5. Maximize Technology
Digital tools make selling more efficient than ever. From custom sales email workflows to CRMs that control virtually every aspect of a prospect’s relationship with you, you have sales productivity power right at your fingertips. Sometimes, sales reps can tend to resist new things in favor of "what's always worked for me in the past," but we challenge you to take the time to learn and understand how a new tool might benefit you so you can take what's always worked and kick it up a notch. For example, sending a meeting link that provides visibility into your calendar so prospects can quickly book a meeting with you can save a BUNCH of back-and-forth emails trying to find a time that works for all parties.
Want to learn more about how you can build a more productive sales culture at your organization? ManoByte is a nationally-recognized leader in helping companies leverage sales enablement services for growth. Contact us by clicking below to see how we can do the same for your business.