Jul/090
Sales Professional Time Allocation
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. www.nealabc.com
Jul/090
Listening the Lost Sales Skill
The two most sought after skills for sales professionals today are their ability to listen and ask intelligent questions.
If you want your sales team to differentiate itself from the competition help them listen more effectively and improve their skill to develop penetrating questions that reveal a customer’s “real “ concerns and needs.
This does not require years of experience merely a mind shift in sales approach and some basic sales training. www.nealabc.com