I had an interesting conversation with a salesperson this week that opened my eyes and partially answered “What are they DOING if they’re not calling customers?”
Our conversation was around the topic of how she could do her job WELL and be successful – in an 8 hour day and actually leave the office at 5:00 instead of working until 6:00. As we continued talking about how she was spending her time, what activities she put a priority on, etc. the following statement jumped out of her mouth (she looked a little startled) “It’s a 10 or 15 minute thing.”
To which I of course asked “What do you mean it’s a 10 or 15 minute thing?”
She then explained that when she finishes something and notices on her calendar that she has a meeting, demo, scheduled call, whatever that starts in the next 10 or 15 minutes she doesn’t want to start something that has the potential to go longer than that.
It got me wondering how many other salespeople are out there NOT starting something because they only have 5 – 10 – 15 minutes before a scheduled activity that they don’t want to be late for? That’s going to add up! To HOURS in any given day, DAYS in a selling month of complete inactivity. That is a waste of time.
You may have heard this from me before; I believe in sales (and perhaps life) how we spend our time & what our attitude is are the only two things we have control over.
Which is why I asked “Hey are there things you KNOW will take you less than 15 minutes?” This is the list she came up with:
- Send email
- LinkedIn research
- Set up call reminders in CRM for gaps in my account base
- Create a call ‘reason’ and search – to have a list of people to call
- Do a quote
- Clean up my forecast
- Hand written note
What if you had a team meeting where you talked about this and your salespeople created their own list?
How much time could you recapture every day and make your team more productive and more success?
Let me know how it goes!
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