One of the biggest challenges sales pros and sales managers have to deal with is priority management. There are simply too many things to do all the time. In this post we review two keys to helping you prioritize better to make more sales.
Sales training expert tips:
Two activities that will help you become more efficient and more effective so you can make more money.
This simply asks the question; which of your accounts are As, Bs and Cs?
How often do you review where you should be investing your time? Or are you in full reaction mode jumping on every call, every email and every RFP as fast as you can when it crosses your desk?
Study the quote above. Are you doing that? Stop and ask yourself every day:
What is the most valuable use of my time right now?”
Identify your top 10 accounts and then stack rank all the individual opportunities you have in your pipeline for those top 10 accounts only. Stack rank them 1-30 or whatever.
Now having done that, what is the answer to… what is the best use of my time? It’s obvious. Work that list of opportunities and keep up to date with all the actions on all the deals until they close.
PLUS while you do that you have to fish for more qualified pipe from your top 10 accounts to keep your pipeline in perpetual motion.
2. Think on paper.
That starts with the above exercise of making sure all your open opportunities in your top 10 accounts are accounted for. In your CRM or on your own spreadsheet.
Other critical examples of thinking on paper include:
1. Your call script. Before you call anyone write out your call script. What are you going to say or ask, what is your objective, what is the next step you are working towards? Word for word how are you going to respond to their questions? Or are you just going to wing it and hope you are “on” today?
You are kidding me right? Hope is not really your strategy.
2. Full 5Cs interview questions.
3. Fishing questions. With proper buzz words and fired in different directions.
4. How will you shorten sales cycles and build a business case.
5. Objection rebuttals.
6. Negotiation plan.
IMAGINE if you were this well prepared when you worked the top 30 deals within your top 10 A accounts. What would happen?
You’d first of all feel way more confident, you’d be more efficient & more effective which means you’d make more money and have more time off for family and fitness.
For every minute you think on paper and plan you save 3 minutes in operations.
Select sales activities such as prioritization and thinking on paper will make your job easier and make you richer.