MAKING THE MOST OF YOUR SELLING TIME

PLANNING YOUR TIME AND YOUR TERRITORY

FINITE COMMODITY?

• Time is one commodity that once it has gone it cannot be replaced
• It is important that as part of your preparation and planning you think about how you utilise your time

ASSESSING POTENTIAL

• Consider the real potential of the accounts that you are going to work on.  Discuss it with your managers and colleagues.
• In the time you have available does the potential in the account really represent an appropriate proportion of your target?

ASSESSING TIMESCALES

• The larger the value of the order, the greater the risk, proportionately, of you wasting your time.
• Small orders can take as much time as large orders - don't be fooled into thinking the order will be taken quickly because of its low value.
• Consider how long it is really going to take to close the order.

IS THE POTENTIAL WORTH THE TIME?

• Time is not a finite commodity.
• Look at the time to close the order as a % of the total time you have available.
• Look at the % of your target the order represents - are they at least equal?
• £100K target - £10K order is worth 10% of your time.

IN OR OUT?

• Not every opportunity is worth pursuing - "qualifying out" becomes as important as "qualifying in".
• A quantitative not just qualitative view of the potential becomes imperative.  In support sales you are qualifying in or out on the basis of drawing up a priority list of who represents the largest revenue in the shortest possible time.

SETTING PRIORITIES

• Everything is urgent but is it important?
• For your tasks and activities do not just make "to do" lists, but set priorities as well.
• Handle the "important things" first, then the "urgent things".
• If it's not urgent and it's not important consider putting it in the round filing cabinet on the floor (the bin)!

MANAGING YOUR TIME

Allowing time

• allow time for reactive tasks
• distinguish between non-interruptible and "interrupt-tolerant" activities
• batch process reactive tasks
• letters
• faxes
• proposals
• messages, emails, voice mails
• manage "out" interruptions

Voice mail

• meaningful message/instructions
• option of a person
• set expectations for caller
• check at set times not "ad hoc"

Email

• turn off the alert
• check at set times not "ad hoc"
• set time aside to reply/handle

Educate others about your time

• avoid impromptu meetings
• "publish" times you are available
• open door policy - at your convenience
• develop routines

WORKING OUT YOUR "SALES RATIOS"

• What is your sales cycle?
• What activity do you have to do and when do you have to do it?
• How many calls to find an opportunity?
• How many opportunities to turn into a prospect?
• How many prospects do you close?
• How many sales make your target?  You need to work out your sales rations.

TIME PLANNING

• Break down your job into all the tasks you have to do
• Work out based on your sales ratios how much time you need to spend on each task
• Work out your admin, prep and research time
• Put all this into a weekly plan and stick to it

SUMMARY

• Poor sales people don't plan to fail, they fail to plan
• Work out your ratios
• Plan to do something of everything all the time
• Remember prime time
• Manage out interruptions
• Plan the work, work the plan