Do you feel you are doing the sales job of at least two people? Wondering how you can carve out one extra nanosecond to squeeze in one more deadline or client call? You’re not alone. Considering the mounting demands we have on our hands, it’s a wonder we can get anything done. Sound familiar?
One of the biggest challenges that professional sales reps and managers is TIME. There just simply isn’t enough of it to go around and get the necessary goals accomplished efficiently. The second challenge is TERRITORY MANGEMENT. Hence, that’s why better efficiency is always called, “Time and Territory Management”, or TTM.
So how’s your TTM knowledge? Here are some ideas you can begin implementing today using an acronym “TIME” to help you maximize your time as a professional salesperson:
T = Take the time to plan your week. Do this on Sunday. If you plan on calling 45 prospects on Monday, following up with 9 of your largest customers, and deal with whatever surprises come your way, you will be sorely disappointed by 2 pm. Schedule your appointments in your calendar first; then, plan on calling those prospects spread over the course of a week. This takes some of the pressure off, however, you still have your goals to reach, and you’ll enjoy checking them off your planning sheet.
I = Implement a system and start this today. If you are a creative right-brained individual and proud of it, you’ll need to get organized. Some suggestions include updating your database, using a hand-held electronic calendar system, delegate to an assistant to keep you on track, install new organization software on your computer, take a class, get a coach—the options are endless. One of our favorite systems at SalesPEAK is to use checklists. Yep, the old-fashioned type with boxes and lists. This is a great visual for us and we print them on different color paper to keep the lists straight. Just get busy and create them. (Hint: by using the font “Monotype Sorts” in Microsoft Word, the “r” key makes a nice square box—perfect for checklists.
M = Manage your time—don’t let your customers manage it for you! Boy, I hear this all the time. “I got to work with my day planned and then there was a fire to put out.” Unless you work for the fire station, avoid running around to solve problems and let this derail your day, week, month and ultimately, your sales success! Customers who get used to their salespeople jumping when they say “jump”, usually end up requiring daily gymnastics from their reps. Not only have you spoiled your customer, you are sending the message that this is all you have to do in your job. Either take care of the problem over the phone, delegate a resolution, or retrain your customer’s thinking (and yours!) Keeping customers is essential, but letting them manage your time is foolish and will cost you additional sales with other customers.
E = Earn time rewards. Say, you’ve tried the new ideas, are more efficient, working your territory more effectively, and handling fires in less time…reward yourself. Have a double caramel cappuccino, take a walk in the sun, play with a loved one, or even enjoy an afternoon on the golf course. I enjoy reading, so opening up a new novel is a gift I give myself on the plane after facilitating sales programs all day. Just make sure you are rewarding yourself AFTER the new TTM process is implemented and you see that you’re getting some time back for you! (c) Renee Walkup, SalesPEAK, 678 587-9911 www.salespeak.com |
