• Are You and Your Salespeople Selling or Doing Loads of Stuff?

    “Stuff is everything other than focusing on the key sales priorities that actually close new business

    “Stuff” could involve:

    • Calling existing clients who don’t really want to buy any more services from you
    • Writing endless emails and perfecting sales proposals that hardly ever lead to closed business
    • Going to sales meetings only to find the prospect is looking for “free consulting” and is a time waster
    • Attending networking events and speaking to people who aren’t really able to buy
    • Doing admin

    A-Player successful salespeople realise that Effective Time Management is the key to all sales success.

    The weekly activities for A-Player salespeople in order of priority are:

    1. Prospecting
    2. Selling
    3. Account Management
    4. Admin
    5. Stuff

    The weekly activities for Average performing salespeople in order of priority are:

    1. Stuff
    2. Admin
    3. Account Management
    4. Selling
    5. Prospecting

    In order to get your salespeople to become A-Players in 2012 you might need a systematic no-nonsense approach to selling and business development that breaks a lot of the traditional rules of selling and gets great sales results.

    Blog Editor

    Blog Editor

    Lisette Howlett edits the Sandler UK blog. If you have any questions or would like to submit a blog please contact her. Tel: 020 7484 5556 Email: Lisette.howlett@sandler.com

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