Time is money!
All sales professionals have the same amount of time to sell (24hrs/7 days a week)? How they spend their precious time can make a big difference.
According to a survey conducted by CSO (Chief Sales Officer Insights) only 35.7% of the average sales person’s time is spent in face to face selling. Arguably the most important use of a sales professional’s time allocation.
Certainly there are other tasks: administration, quote preparation, generating leads, meetings, etc. that require an expenditure of time.
Are you aware and monitor where your and your team’s time is spent? Do you condone where the time is spent? Do you coach sales professionals to increase valuable face to face selling time?
One obvious area to examine is the use of technology (CRMs, laptops, cell phones, webinars, etc.) to reduce manual processes, thus increasing face to face sales time.
Copyright © 2014 Dave Neal
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