“There’s not enough time…I’m too busy.” Sound familiar? Time management is often difficult for B2B sales reps. In a typical day, sales people have to divide their time between emails, administrative work, aligning with marketing, researching leads, and of course, making phone calls. However, there’s no need to feel overwhelmed.
Here’s what you need to know about time management for sales reps:
Schedule your day ahead of time
Did you know that 80% of the average salesperson’s day is spent on non-revenue-generating activities? (source). If you want to increase productivity, it helps to start the day knowing exactly what tasks you want to accomplish in the next eight hours, and how much time you need to dedicate to each one. Try to stay organized and set realistic goals.
Don’t procrastinate or multitask
This might seem obvious, but it’s arguably one of the most important time management tips on this list. Focus on one task at a time, and don’t avoid doing something, just because it’s unpleasant.
Research your leads before reaching out
It might seem beneficial to call as many people as possible, but if you’re not prepared, you’re most likely wasting their time – and yours. Before you pick up the phone, consider your buyer personas. How is this contact similar to your best customers?
Once you conduct research, conversations with your sales prospects will be much more efficient and effective.
Structure your day by time zone
Where are your best customers located, and when are they most likely to pick up the phone? If you know the answer to this question, it’ll be easier to reach similar decision makers the first time around.
Use email and phone templates
In order to save time, it can be helpful to have a sales script, as well as copies of past emails ready to go. However, keep in mind that every lead is unique. Make sure that you’ve done your research, and can personalize your communication as needed.
For more B2B sales productivity hacks, check out one of the following articles:
- How to Increase Sales Productivity [Infographic]
- 51 Career-Changing Sales Productivity Statistics
- 15 Essential Blog Posts About Sales Productivity
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