Time. Such a fleeting thing for most of us. We can’t add a 25th hour in our day, so the question becomes, how do we get more time? The answer is by being more timely. And you can do that with sales meetings.
Time. Such a fleeting thing for most of us. Busy sales managers are on a merry-go-round as they try to keep up with long To Do lists, fewer resources and constantly changing economies, technology and processes. We can’t add a 25th hour in our day, so the question becomes, how do we get more time?
The answer is by being more timely. A survey by the Sales Management Association (SMA) found a disparity between how sales managers actually spend their time compared to how they WANT to spend their time. The largest difference is in how much time they want to spend with their sellers. It seems the demands of corporate outweigh their best efforts to accomplish the real goal of a sales manager: Make sales numbers through salespeople!
This isn’t anything you don’t know. You know you are stretched thin. So, wouldn’t it be great if you could e-x-p-a-n-d your time? You can, while helping your sellers prepare to beat the competition, capturing more market share and selling more -- when you are timely with your sales team! The time you spend developing your sellers to be more competent and confident pays huge dividends with increased sales and gives you precious time! There are several ways to be timely with your team:• Field Rides and Partner Selling• Individual Coaching • Sales Meetings All of these actions are necessary and important ways to develop your sellers and meet sales quotas. But which one will expand your time most quickly? Your sales meetings. An effective sales meeting makes a HUGE difference for your WHOLE team.How much time do most sales managers spend with their sellers? The SMA survey found most spend just 45 minutes a week with each seller. A 60-minute sales meeting can quickly double that!It’s really easy to brush off bringing the team together. After all, isn’t EVERY minute in the field the most important use of everyone’s time? Probably not. The benefits of consistent and timely connections outside the “front line” include improvement in:
How do you capture more of that elusive time? Let us know in the Comments section.
Sales and Service: 7 Steps for Positive Customer Interaction
During every customer interaction, whether it’s three minutes or an hour, you leave something behind…a person who is either better or worse off than before their contact with you. To build customer loyalty we need to leave each person better. Here are seven things you can do to make sure you have a positive interaction with your customer.
Focus on the WIIFT for a Powerful Presentation
A while back I had the opportunity to work for nearly two days with the best-of-the-best sales pros in a client company when I presented a workshop titled “Powerful Presentations.” A key idea in this workshop was that our sales presentations are more powerful when we focus on WIIFT – What’s in it for Them – from the open of the presentation through the close.
Boosting Sales and Productivity: The Power of Action and Mastery of Basics
In the competitive world of sales, the drive for increased productivity and success is relentless. A recent survey of numerous sales managers revealed a compelling insight into the tools and strategies that elevate sales teams. The standout factor for achieving peak sales productivity? It's all about taking decisive ACTION. Coupled with a steadfast focus on the fundamentals, these elements form the bedrock of sales excellence.
