MAKING THE MOST OF YOUR SELLING TIME
July 1, 2020PLANNING 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"
- 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