Time Control: Invest, Plan and Focus
Time Control is one of the toughest challenges salespeople face when selling in a Sales 2.0 environment. As companies are stepping up and providing more time-saving sales tools and processes, their sales teams are increasingly overwhelmed and paralyzed and losing control on managing their time.
As a critical sales skill, Time Control dominates the entire cycle. You need to stay conscious about your time from the moment you set your daily, weekly, and monthly plans through the final minutes of the sale's close.
There is a direct correlation between time control and quota attainment in sales. Why? For one thing, the more time you have to make calls, the more time you have to sell. But it goes much deeper than that. People who are in control of their schedule are also in control of the sales process. When you plan your time and work accordingly, you can drastically reduce the sales cycle, guiding your prospects and your customers to work on your timeline instead of trying to squeeze yourself into theirs.
Our Solution= take time out to plan with the following:
The Quarterly Sales Plan
The more you know about your geographical region, the more you can penetrate it strategically and proactively. Many successful Inside Sales team members design a quarterly plan they revisit, refine, and refresh on a regular basis. Design your sales plan by listing the following:
- Strategic and Tactical Objectives for Top 25 Target Accounts
- Sales Revenue Goals: YTD, Annual, Quarterly, Monthly, Daily
- Territory Summary and Overview
- Trends and Early Adopters
- Competitive Profile and Market Share
- Territory Strategy: Installed Base versus New Business
- General SWOT Analysis
The Daily and Weekly Sales Plan
You know the drill when you start out in Inside Sales: You're given a quota, told to make 25-75 outbound calls per day, set appointments, hand over leads, or close opportunities. But how will you accomplish these tasks successfully?
The Sales 2.0 salespeople put a value on their time. Each day, they know they must hit a certain number, and they understand what it takes to reach it. Remember, it's still a numbers game. Here is a sample formula:
- 25 outbound calls per day
- 25 new email introductions per day
- 5 high level meaningful conversations per week
- 3 demo/presentations per week
- 2 white board presentations per week
- 3 new partner calls per week
- 3 conference calls with SE per week
- 3 new quotes/proposals per week
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TeleSmart is a founding partner of the Sales 2.0 Conference, TeleSmart and Phone Works will host a panel discussion, Register now.
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