Time...Your Most Valuable Asset
If you optimize your time you will increase your productivity and make more sales and more money. If you don’t respect your time it will work against you. Other than your time, there are a couple of other important assets that salespeople need to manage.
Your Database
Your second most important asset is your database. A clean, updated database of your customers, prospects, vendors and colleagues is a most valuable tool of the sales professional.
In the “old days” we maintained and accessed our database by using business card holders in loose leaf binders, Rolodex or 3 x 5 card boxes with tabs for dates, month, the alphabet, or address books. These systems worked reasonably well but did leave a lot to be desired. The data could not interact, it was not relational and could not produce reports of any kind.
Computer software has replaced these manual systems.
Database Management Software
The current acronym for database management software is CRM. CRM stands for Client Relationship Management. CRM not only hosts your database but manages database activities. Letters, labels, e-mails, calendars, meetings, phone calls, tasks and many other functions are organized and streamlined by CRM. CRM is a one-stop productivity tool that puts your database to work for you.
Here’s the Rub
You have to use the software and keep your database current to get the most value out of this important asset. Salespeople are notorious for not keeping their database management systems and data fresh. A well maintained database housed in a powerful CRM software system is a big advantage when used correctly and faithfully.
The Irony
The irony is that a database management system is the best tool to optimize your time. Go figure.
Tuesday, June 30, 2009
Tuesday, June 23, 2009
Time is Your Most Valuable Asset
A lot of elements factor into a successful sales career. In my opinion, the most important factor, by far, is management of your time.
Time Never Stops
The clock is constantly running and can’t be turned back. Time spent is gone forever. Time wasted is opportunity lost. In sales, time optimization is a skill understood and employed by top producers.
Manage Your Time
Here are a few tips to get control of your time and set the stage for increase sales, income, and status and career success.
Document
Keep a diary of your time. It doesn’t matter what you use to document how you spend your time. It is most important to get as detailed as possible. The more you document over the longest period, the better you will be able to get an accurate picture of how you spend your time. If you are like most salespeople, you will be taken back by all of the wasted time. Wasted time is opportunity lost.
Categorize
After you complete your diary, one or more days of activities, the first thing you should do is to categorize the things you did. Make a list. Put things in categories, by type. Prioritize each category and sort them in order from most important to least important. Hint: My most important activity is receiving deposits for signed sales orders. If you can do it in an Excel spreadsheet it will be easier to manipulate the list.
Prioritize
Begin to schedule your time according to you priority list. As a sales professional, any opportunity you have to be in front of a qualified prospect making a sale takes priority over everything else in your day. As a rule of thumb, if you can choose between checking your e-mail and making a sales call, in person, you know what to do. More often than not, the e-mail will not produce revenue, the sales presentation can.
Prime Selling Hours
Prime selling hours are the hours your prospective customer is available to meet with you and buy your products or services. Honor prime selling hours by doing non-selling tasks during non-prime selling time. When I called on hospital purchasing departments, prime selling hours were 7:00 AM to 3:30 PM. Hospital purchasing agents and buyers were available to meet and buy things during those hours. At 3:31 PM they went home. So, prime selling hours were easy to understand and honor. What amazed me was the number of empty seats in the purchasing waiting room in the early morning. What are prime selling hours in your business?
Geography
Long drives, between sales calls, used to be completely dead time. When cassette tape players became available we gained the option of listening to training or motivational tapes. It let us learn something while driving. When cell phones were introduced, the car became an extension of the office. I make most of my business calls in the car, on my cell phone, while driving from call to call, meeting to meeting. If I could keep only one tool of the trade it would be my cell phone. Still, in spite of the improvements in the tools of the trade, it is imperative to schedule your appointments with drive times in mind. Sometimes it isn’t possible to do, but I recommend that your make an effort to clump your calls together for drive time efficiency. Since you are the one asking for the appointments, ask for a day and time that is most convenient for you. More often than not, your prospect or customer will accommodate you.
Take Charge
Conquer and control your time and optimize this essential tool of success. As a professional salesperson, effective time management is your most valuable personal asset.
Next Time:
Another high value professional asset…
Time Never Stops
The clock is constantly running and can’t be turned back. Time spent is gone forever. Time wasted is opportunity lost. In sales, time optimization is a skill understood and employed by top producers.
Manage Your Time
Here are a few tips to get control of your time and set the stage for increase sales, income, and status and career success.
Document
Keep a diary of your time. It doesn’t matter what you use to document how you spend your time. It is most important to get as detailed as possible. The more you document over the longest period, the better you will be able to get an accurate picture of how you spend your time. If you are like most salespeople, you will be taken back by all of the wasted time. Wasted time is opportunity lost.
Categorize
After you complete your diary, one or more days of activities, the first thing you should do is to categorize the things you did. Make a list. Put things in categories, by type. Prioritize each category and sort them in order from most important to least important. Hint: My most important activity is receiving deposits for signed sales orders. If you can do it in an Excel spreadsheet it will be easier to manipulate the list.
Prioritize
Begin to schedule your time according to you priority list. As a sales professional, any opportunity you have to be in front of a qualified prospect making a sale takes priority over everything else in your day. As a rule of thumb, if you can choose between checking your e-mail and making a sales call, in person, you know what to do. More often than not, the e-mail will not produce revenue, the sales presentation can.
Prime Selling Hours
Prime selling hours are the hours your prospective customer is available to meet with you and buy your products or services. Honor prime selling hours by doing non-selling tasks during non-prime selling time. When I called on hospital purchasing departments, prime selling hours were 7:00 AM to 3:30 PM. Hospital purchasing agents and buyers were available to meet and buy things during those hours. At 3:31 PM they went home. So, prime selling hours were easy to understand and honor. What amazed me was the number of empty seats in the purchasing waiting room in the early morning. What are prime selling hours in your business?
Geography
Long drives, between sales calls, used to be completely dead time. When cassette tape players became available we gained the option of listening to training or motivational tapes. It let us learn something while driving. When cell phones were introduced, the car became an extension of the office. I make most of my business calls in the car, on my cell phone, while driving from call to call, meeting to meeting. If I could keep only one tool of the trade it would be my cell phone. Still, in spite of the improvements in the tools of the trade, it is imperative to schedule your appointments with drive times in mind. Sometimes it isn’t possible to do, but I recommend that your make an effort to clump your calls together for drive time efficiency. Since you are the one asking for the appointments, ask for a day and time that is most convenient for you. More often than not, your prospect or customer will accommodate you.
Take Charge
Conquer and control your time and optimize this essential tool of success. As a professional salesperson, effective time management is your most valuable personal asset.
Next Time:
Another high value professional asset…
Wednesday, June 17, 2009
America is Still Standing Tough and Proud
Anyone who doesn’t acknowledge that we are having difficult times is out of touch or in denial. Or, they could be tough, experienced sales bangers who don’t give up and continue to compete in spite of the conditions around them and the barriers that they face.
Bull Dogs
Hard working, hard charging, relentless sales professionals are slow to give in to prevailing conditions. Some of my most revered sales brothers and sisters are like punch drunk fighters who continue to throw punches and land blows while enduring furious punishment and setbacks.
We Can Handle It
Rejection, failure and setbacks are part and parcel of the day-to-day world of selling. We get it, we deal with it. Sometimes I think we (the career sales guys and girls) have some wires crossed. Someone once said that “What doesn’t kill you will make you strong”. I tend to agree.
Am I Wrong?
Am I wrong to think that there has never been a better opportunity for salespeople to take the economy on and beat it back into shape? Am I wrong? I believe we can do it. This is personal for me.
Do Good, Feel Good
I have dedicated a big portion of my life training, coaching and mentoring salespeople. I am helping them get back on track. It seems like its happening one person at a time. That’s OK. At the end of the day, if one person is better equipped to earn a living and “make it”, I am deeply satisfied.
Self Promotion
Calling myself “The Sales Mechanic” seems to be self-promoting. Sales Mechanics is a term I use. My material, my training, is based on what I refer to as the “Nuts and Bolts of Selling”…“What to do and how to do it”. The reality of being “The Sales Mechanic”, when the dust clears, is the incredible rush I get from giving others ideas and tips that help them make sales and secure their lives. In reality, helping people is a very humbling experience. A mission?
Competitive Feedback
I get a lot of negative energy from competitive sales training and sales support organizations. One well known player in the field refered to me and my material as junk. My partner, Judd Seida, loves it. He sees the backlash from competitors as the highest level of endorsement and validation. I never thought that I needed validation, but I see his point. I try to never talk bad about competitors…or anyone, for that matter.
It’s My Book
I walk the walk. Unlike most of my peers in the sales training, coaching and mentoring space, my material is my material. I lived the life. The strategies, tools and tactics I teach are a result of my life’s experiences. I’m not reading someone else’s book.
Say What You Do, Do As You Say
I contacted over 500 new friends today…organizations, both public and private. I offered my programs and services to help them, their members and clients. Since there is only one me, and one Judd, I’m confident that I (we) will fill our docket and will help people survive and thrive, one person at a time. That is good. Life is good.
Bull Dogs
Hard working, hard charging, relentless sales professionals are slow to give in to prevailing conditions. Some of my most revered sales brothers and sisters are like punch drunk fighters who continue to throw punches and land blows while enduring furious punishment and setbacks.
We Can Handle It
Rejection, failure and setbacks are part and parcel of the day-to-day world of selling. We get it, we deal with it. Sometimes I think we (the career sales guys and girls) have some wires crossed. Someone once said that “What doesn’t kill you will make you strong”. I tend to agree.
Am I Wrong?
Am I wrong to think that there has never been a better opportunity for salespeople to take the economy on and beat it back into shape? Am I wrong? I believe we can do it. This is personal for me.
Do Good, Feel Good
I have dedicated a big portion of my life training, coaching and mentoring salespeople. I am helping them get back on track. It seems like its happening one person at a time. That’s OK. At the end of the day, if one person is better equipped to earn a living and “make it”, I am deeply satisfied.
Self Promotion
Calling myself “The Sales Mechanic” seems to be self-promoting. Sales Mechanics is a term I use. My material, my training, is based on what I refer to as the “Nuts and Bolts of Selling”…“What to do and how to do it”. The reality of being “The Sales Mechanic”, when the dust clears, is the incredible rush I get from giving others ideas and tips that help them make sales and secure their lives. In reality, helping people is a very humbling experience. A mission?
Competitive Feedback
I get a lot of negative energy from competitive sales training and sales support organizations. One well known player in the field refered to me and my material as junk. My partner, Judd Seida, loves it. He sees the backlash from competitors as the highest level of endorsement and validation. I never thought that I needed validation, but I see his point. I try to never talk bad about competitors…or anyone, for that matter.
It’s My Book
I walk the walk. Unlike most of my peers in the sales training, coaching and mentoring space, my material is my material. I lived the life. The strategies, tools and tactics I teach are a result of my life’s experiences. I’m not reading someone else’s book.
Say What You Do, Do As You Say
I contacted over 500 new friends today…organizations, both public and private. I offered my programs and services to help them, their members and clients. Since there is only one me, and one Judd, I’m confident that I (we) will fill our docket and will help people survive and thrive, one person at a time. That is good. Life is good.
Thursday, June 11, 2009
Part Time Sales Manager
I was hired earlier this year to serve as a part time sales manager for a computer systems integrator in a vertical market. They sell turn key Point-of-Sale systems to specialty retailers. I have known my client, Randy, for decades. He and his company are very successful and have been in the business for over twenty-five years.
Raw Material
The sales team consisted of two young men who were eager to sell computer systems and make good money. One had been on the job for six months, or so, while the other had only been on board for a few weeks. They were still both pretty green, but seemed to have the right stuff to become successful. They were intelligent, motivated and willing to learn what it took to become a sales professional.
A Success Formula
My belief, acquired over a lifetime of managing salespeople, is that a balanced blend of activity, skill and knowledge is a formula for success in sales. My job was to work closely with these young men to assess, evaluate, train, mentor and manage them. I was asked to make sure they had a clear understanding of what was expected of them; provide clear instructions on what to do and how to do it, and then manage them and measure their progress, making correction along the way.
Part Time Sales Management
My job was well defined. I was asked to work with the men once a week. I arrived every Monday morning and met with them individually and collectively. At the end of the morning the owner joined us for a summary and update session. This was a terrific engagement for me and allowed my client to offload the job of sales management so he could run his company. My goal was to help a friend and client, teach ambitious young people how to sell and succeed, to earn some personal income and have the rest of the day and week to work on other things.
Unintended Outcome
This engagement resulted in an unintended outcome that surprised me. After a few weeks the newest hire abruptly quit. He decided that he did not want to be in sales anymore. I was surprised. Looking back, I guess the certainty of having to interact with me every Monday morning was more than he could deal with. I held his feet to the fire. He had to report on his activity from the previous week, in detail. He had to provide me with his plan for the upcoming week, along with names of prospects, the value of sales proposals and the probability and timeline for booking sales. Being accountable was apparently too much for him. Waaaah.
It Was OK
Randy was taken back by the resignation. After a short and rational discussion it was clear that sales guy number one did not have what it took to succeed and that he did the company a favor by leaving. The good news was that there still was a great kid on the job who I could focus my mentoring on and show how to become a top producer.
The Second Shoe
No kidding, within a month or so, the remaining guy resigned. This left the company without a dedicated sales resource. That ended my sales management engagement. It was good while it lasted…I guess. I mean, from the surface, it looks like I was hired to help and then ultimately wiped out the department. Can I paint in a positive way?
The Outcome
Well, surprisingly, Randy is very happy. He is saving a lot of money on salespeople who did not sell. He is relieved from the anxiety associated with having to write checks to employees without a payback and with the uncertainty of if and when the return on investment will happen. His bottom line quickly got a lot better along with his peace of mind.
The New Way
When the dust settled we implemented some cool lead generating programs that don’t require a lot of his time. He has personally taken over the duties of meeting with and selling highly qualified leads. I spoke with him this afternoon. He couldn’t be happier.
The Cleaner
I had cleaned out the sales team. I wasn’t mean or mad. I did exactly what my client asked me to do which was to evaluate, train, coach, mentor and manage his sales team. I did hold their feet to the fire, but it was just tough love.
A New Service
One of my associates thinks that I should offer a new service. The service will be referred to as “Cleaning”. The object would be to go to work for companies doing exactly what I did for Randy. The outcome would be to “clean” or “purge” those who don’t care, aren’t working or are not suited for selling. The cleaning or purging would happen organically when non-producers become accountable. They will just quit.
Don’t Worry
If you are a salesperson and someone like me shows up to evaluate, coach and manage you, don’t worry. You have nothing to worry about if you are working hard and smart getting measurable results and feeding back good information to management. My most sincere desire is that you succeed. Failure is not a feather for anyone’s cap.
Raw Material
The sales team consisted of two young men who were eager to sell computer systems and make good money. One had been on the job for six months, or so, while the other had only been on board for a few weeks. They were still both pretty green, but seemed to have the right stuff to become successful. They were intelligent, motivated and willing to learn what it took to become a sales professional.
A Success Formula
My belief, acquired over a lifetime of managing salespeople, is that a balanced blend of activity, skill and knowledge is a formula for success in sales. My job was to work closely with these young men to assess, evaluate, train, mentor and manage them. I was asked to make sure they had a clear understanding of what was expected of them; provide clear instructions on what to do and how to do it, and then manage them and measure their progress, making correction along the way.
Part Time Sales Management
My job was well defined. I was asked to work with the men once a week. I arrived every Monday morning and met with them individually and collectively. At the end of the morning the owner joined us for a summary and update session. This was a terrific engagement for me and allowed my client to offload the job of sales management so he could run his company. My goal was to help a friend and client, teach ambitious young people how to sell and succeed, to earn some personal income and have the rest of the day and week to work on other things.
Unintended Outcome
This engagement resulted in an unintended outcome that surprised me. After a few weeks the newest hire abruptly quit. He decided that he did not want to be in sales anymore. I was surprised. Looking back, I guess the certainty of having to interact with me every Monday morning was more than he could deal with. I held his feet to the fire. He had to report on his activity from the previous week, in detail. He had to provide me with his plan for the upcoming week, along with names of prospects, the value of sales proposals and the probability and timeline for booking sales. Being accountable was apparently too much for him. Waaaah.
It Was OK
Randy was taken back by the resignation. After a short and rational discussion it was clear that sales guy number one did not have what it took to succeed and that he did the company a favor by leaving. The good news was that there still was a great kid on the job who I could focus my mentoring on and show how to become a top producer.
The Second Shoe
No kidding, within a month or so, the remaining guy resigned. This left the company without a dedicated sales resource. That ended my sales management engagement. It was good while it lasted…I guess. I mean, from the surface, it looks like I was hired to help and then ultimately wiped out the department. Can I paint in a positive way?
The Outcome
Well, surprisingly, Randy is very happy. He is saving a lot of money on salespeople who did not sell. He is relieved from the anxiety associated with having to write checks to employees without a payback and with the uncertainty of if and when the return on investment will happen. His bottom line quickly got a lot better along with his peace of mind.
The New Way
When the dust settled we implemented some cool lead generating programs that don’t require a lot of his time. He has personally taken over the duties of meeting with and selling highly qualified leads. I spoke with him this afternoon. He couldn’t be happier.
The Cleaner
I had cleaned out the sales team. I wasn’t mean or mad. I did exactly what my client asked me to do which was to evaluate, train, coach, mentor and manage his sales team. I did hold their feet to the fire, but it was just tough love.
A New Service
One of my associates thinks that I should offer a new service. The service will be referred to as “Cleaning”. The object would be to go to work for companies doing exactly what I did for Randy. The outcome would be to “clean” or “purge” those who don’t care, aren’t working or are not suited for selling. The cleaning or purging would happen organically when non-producers become accountable. They will just quit.
Don’t Worry
If you are a salesperson and someone like me shows up to evaluate, coach and manage you, don’t worry. You have nothing to worry about if you are working hard and smart getting measurable results and feeding back good information to management. My most sincere desire is that you succeed. Failure is not a feather for anyone’s cap.
Monday, June 8, 2009
Beat the Bear
Old School and New School
My friend, Judd Seida, and I are traveling around Michigan hosting marketing and sales events. We are an interesting team. I am at the end of a long and rewarding career in sales and he is a young Internet marketing wizard out on the edge of technology. Judd helps sales people master and leverage the Internet to gain and maintain a competitive advantage. I’m not selling myself or my input short. Its one thing to build a massive pipeline of qualified sales leads. It is a different story turning leads into business. Converting qualified leads into sales is where I come in.
Empty Seats
We have yet to have a crowd at our events. We seem to fill a small conference room everywhere we go, but we have yet to sell out and have never turned people away. Why not? Times are tough. The business “pie” is smaller than ever. Competition has stiffened up. We have ideas. We have tips. We have answers. Our programs are very affordable. Why don’t we draw crowds?
The Answer
The answer is no different that it was during good times. In the sales profession some people do well, most don’t. Those that don’t are either uninformed, don’t care or aren’t suited for sales. Either way, spending a few hours and dollars for an informative and motivational marketing and sales event doesn’t seem like a valuable investment to them. Of course, I disagree.
Who Attends Our Events?
Winners attend. Am I surprised? No, I am not surprised at all. When we put a sales event together the sales people who attend are almost always at the top of their game or on the way up and looking for something to grab onto to lift them to the next plateau. When I ask my students if they have had sales training, either formal or informal, just about all have been formally trained. They know much of what we teach, but universally appreciate the review and the fresh information about how to leverage the new and emerging strategies, tools and tactics to their advantage. They also appreciate the opportunity to spend time and share information with like minded sales professionals in the audience.
The Bear
You don’t have to outrun the bear. All you have to do is outrun the guy or girl running next to you. Get an edge. Learn strategies, tools and tactics to beat your competition and beat the Bear.
My friend, Judd Seida, and I are traveling around Michigan hosting marketing and sales events. We are an interesting team. I am at the end of a long and rewarding career in sales and he is a young Internet marketing wizard out on the edge of technology. Judd helps sales people master and leverage the Internet to gain and maintain a competitive advantage. I’m not selling myself or my input short. Its one thing to build a massive pipeline of qualified sales leads. It is a different story turning leads into business. Converting qualified leads into sales is where I come in.
Empty Seats
We have yet to have a crowd at our events. We seem to fill a small conference room everywhere we go, but we have yet to sell out and have never turned people away. Why not? Times are tough. The business “pie” is smaller than ever. Competition has stiffened up. We have ideas. We have tips. We have answers. Our programs are very affordable. Why don’t we draw crowds?
The Answer
The answer is no different that it was during good times. In the sales profession some people do well, most don’t. Those that don’t are either uninformed, don’t care or aren’t suited for sales. Either way, spending a few hours and dollars for an informative and motivational marketing and sales event doesn’t seem like a valuable investment to them. Of course, I disagree.
Who Attends Our Events?
Winners attend. Am I surprised? No, I am not surprised at all. When we put a sales event together the sales people who attend are almost always at the top of their game or on the way up and looking for something to grab onto to lift them to the next plateau. When I ask my students if they have had sales training, either formal or informal, just about all have been formally trained. They know much of what we teach, but universally appreciate the review and the fresh information about how to leverage the new and emerging strategies, tools and tactics to their advantage. They also appreciate the opportunity to spend time and share information with like minded sales professionals in the audience.
The Bear
You don’t have to outrun the bear. All you have to do is outrun the guy or girl running next to you. Get an edge. Learn strategies, tools and tactics to beat your competition and beat the Bear.
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