Is Your Sales Team Drowning in Work?
BY: Daniel M. Savage
First, analyze how you and your team members spend time.
Second, stop doing things that are not driving business.
- Save personal web activity, including LinkedIn, for non-office hours.
- When considering lunch, ask yourself if it will lead to additional business or materially improve a best relationship.
- Make telephone calls and set appointments with only two purposes in mind: either to make money…or…strengthen a relationship with a valued client.
- Focus on the bigger picture by engaging in profit-enhancing activities rather than becoming engulfed in routine daily tasks.
- Re-assess your networking activities. If you’re attending events simply for the sake of ‘getting your name out’, that may not be optimal. In addition to creating awareness, measure your results in terms of opportunities to submit proposals, revenue generated, number of quality leads, or some other relevant metric.
- Spend half your time (or a percentage appropriate for your situation) servicing clients and the other half (another appropriate portion) on business development by making calls and smart connections. Be sure to make your best clients a priority.
- Revisit former (good) clients and explore how to win them back.
- Re-assess your paperwork flow. Odds are you’ll discover an abundance of unnecessary reports.