Sales training courses—discover why time management is important? |
| Date Added: August 21, 2009 11:35:35 AM |
| Author: search rankpros |
| Category: Business: Management |
| All too often on sales training courses there is no mention of time management skills, yet time and time again the easiest way to increase sales is to get in front of more prospects and one of the best ways to get in front of more prospects is to fine tune our time management skills, so as we are spending as much time as possible sitting in front of prospects and trying to close the sale. If we are all honest when we evaluate our daily work we will find that we are only sitting in front of prospects for a certain percentage of the day. Of course if you are employed in a sales call centre you may find that you are on the phone to prospects all day so this may not apply to you, but for those salespeople who have to plan their own day it is vital that they fine tune their time management to ensure you spend both quality and quantity time with your sales prospects trying to close sales. On a recent sales training course the trainer spoke about the difference between TWT Total Work Time and CCT Customer Contact Time. In a survey that was conducted in 2005 it was stated that most sales representatives only spend 35% of their week in customer contact time. The other 65% of time is taken up with paperwork, travelling etc. If we were able to fine tune our time management to ensure that we increased the customer contact time by 10% then surely the knock on effect of this would be a 10% increase in sales. All very well I can hear you saying but how do you do this? Well there is no one fix for all solution, but sales training courses that do cover this topic and sales trainers that talk about time management and territory management all say the same thing. The key is to firstly prioritise on the basis of what are the key result areas of your job role, transfer a certain amount of them each day on to your daily to do list or plan of action. Map out your territory and find calls in the same area, it s often said that you are well advised to set your first 2 sales appointments in the same area for first thing in the morning lets say 9.00am and then your next call as your final call at let’s say 5.00pm doing this will force you to find other calls within that area to fill the diary. Another reason why so few sales calls are often done in a day is not only is the time management poor, but also the skill of prospecting, many sales people just do not have enough prospects to go and see on a daily basis in a given area and as is said on many sales training courses without prospects you have no prospects. As salespeople we must always remember to prioritise our day through effective time management to get in front of as many prospects as we can. We must also ensure we have enough prospects to do that. Always think of the butcher in the supermarket, the more sausage meat the butcher can put into the machine the more sausages will come out. But the more I think about sales training courses, the more I believe Time management training should be a module of the course. If we only have 35% CCT customers contact time how can we deliver the number of sales we need to achieve. |
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