Sales Time Management Matters
Is it possible to improve sales time management? Yes. Top salespeople are masters at using limited time wisely.
They understand from their value selling training that success derives from doing the right thing at the right time and taking advantage of any the client’s buying process.
Another Path Toward Organic Growth
Sales leaders looking to increase revenue often add more “feet on the street” to increase the quantity of sales effort or invest in consultative sales training and sales coaching to improve and scale the quality of their sales approach. Done right, both approaches can improve sales performance.
The third and perhaps most underappreciated, option to increase sales performance is to improve sales time management – how sales people spend their time.
Where Salespeople Spend Their Time
A recent report by Bain & Co found sales account managers were only spending 33% of their time with customers and a whopping 40% of that customer time with lower-tier accounts. Needless to say, top sales performers spend the majority of their time helping top tier accounts to succeed.
One effective way to manage sales time better is to combine the sales prospecting stage with the sales qualifying stage by asking the right sales discovery questions when you first engage potential customers.
Don’t just probe for interest in your offering. Explore, at the same time, how well they fit with your value proposition and how serious their need is compared to other priorities they face. You want to assess:
We find that it helps to assess your new prospects in simple terms. Color code them with:
The Bottom Line
The key to improve sales time management is to effectively qualify your prospects as soon as possible. Extract yourself from conversations that will go nowhere so you can spend your valuable time focusing on prospects with true potential who appreciate what you have to offer.
To learn more about improving sales performance, download How to Identify Your Ideal Target Client to Accelerate Growth
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LSA helped us design and deliver a blended learning solution for our leaders to help drive our growth plans in a way that aligned with our specific culture and values. LSA understood our business, had deep expertise in the content areas, tailored the programs to fit our specific needs, and delivered great results. They constantly strive to deliver business impact and align their solutions with our business initiates, culture, and performance management systems. I highly recommend them to anyone looking to take their leaders to the next level.”
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The Next Generation Management Development courses have helped me communicate more effectively with my peers and teammates. By utilizing effective communication techniques such as clarifying and confirming, and asking open ended questions, I have been able to clarify and understand information in situations where I would have otherwise asked limited questions and made false assumptions.
Firmware Engineering Manager
Harmonic has worked with LSA for over 8 years. We have found their partnership extremely beneficial. We recently implemented a Management Development Program that was designed and customized to support our company’s strategic initiative of hiring, building, and retaining key intellectual property and human talent. We worked closely with LSA to target and implement the right solutions with the greatest impact. I would recommend LSA to any company that’s looking for a trusted training and development partner.
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We recently partnered with LSA Global to offer our Supervisors and Managers a customized two-day management training program. Everyone who attended said it was by far the best management training program they had ever attended. The content was rich and highly interactive. The case studies were relevant. Each participant walked away from the training much better equipped to lead their teams.
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LSA has become the gold standard in team building and management training at Genomic Health! I have a hard time finding facilitators that come close to their level of customization, expertise and experience.
Director of Human Resources
In my years working with LSA, it seems like I’ve had a personal consultant at my fingertips to help me identify just the right solution to satisfy our needs. The entire LSA team has become a trusted friend of Actel — assuring we provide state-of-the-art learning to meet our complex, high-tech business and people needs.
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