In sales, you typically will be fairly left up to work on your own and empowered to make decisions in terms of how you manage your time and how to manage your business. With that being the case, it will be key to make good decisions on what to do and what not to do in order for success. Below is a summary of three “C’s” that can help you to self manage your time and energy.
Consistency
The day in the life of a salesperson can be very chaotic. There are many different tasks like finding new opportunities, working to close existing business, and taking care of existing clients. But then there are also a number of internally focused tasks like administrative work, training, and research. With diverse workload, it can be challenging to manage consistent levels in different areas.
One way to ensure consistency is to effectively manage your time and to add structure to your week. This will help to ensure that you will be able to give attention to the areas that need activity for a defined amount of time every week.
Concurrency
The typical salesperson will be responsible for a number of different task and responsibilities. When this is the case, it can be very easy to get bogged down in one task and not give enough time to another. For sales excellence, it is critical to be able to work with concurrency allowing you to focus on many different areas at one time.
An example of this is that a salesperson will always need to find new prospects. But at many given times, a sales person might have some existing opportunities that need attention to close the sale. If that sales person focuses most of their time on the identified prospects and eases up on looking for new prospects, when or if the current prospects sign up, there will be a lull in the pipeline afterward. Concurrency would be still looking for new prospects while working to close active opportunities.
Competency
Just work hard and working in all the areas that you need to is not completely enough for sales excellence. The remaining piece to complete that is competency. Competency refers to being competent in the field you work in, the product you sell, and the industry that you sell to.
The key to operating with competency is to continue to learn and develop. It is common to go through a company’s standard training programs and then ease up in the area of continuing to learn. There is always more that we can learn about the company we work for, the products we sell, the companies we are trying to sell to, etc. That being said, it can be good to periodically step back from trying to find business to take an inward look to try to build on the existing knowledge that you already have.
Michael Halper
Author & Sales Trainer
Tags: Being more organized, improving quota attainment, imrproving salse performance, increasing sales, Prospecting, Sales, Sales Coaching, Sales Consulting
This is the most comprehensive and well written material I have come across on this subject, You are provided an incredibly important service writingthese types of articles.http://www.playstation-phone-by-sony.8lz.net
Most of the times i visit a blog i get disappointed. On the contrary,I have to say that you have done a good job here.
Very Nice website. I built mine and i was looking for some design ideas and you gave me a few. May i ask you whether you developed the website by youself?
Cheers
Hey, i think you visited my website so here i am!.I am trying to find things to improve my blog!Is it ok if i use some of the things i saw here?!
As a Newbie, I am continuously browsing online for articles that can help me. Thank you
Happy New Year! An impressive share, I just passed this onto a colleague who was doing a little analysis on this. And he in fact purchased me lunch because I found it for him.
.. So let me rephrase that: Thank you for the treat! But yeah Thanks for taking the time to discuss this, I feel strongly about it and enjoy reading more on this topic. If possible, as you become expertise, would you mind updating your blog with more information? It is very helpful for me. Two thumb up for this blogpost!
Well, I do not know if that is going to work for me, but definitely proved helpful for you!
Excellent post!
I tried to publish a comment previously, but it has not shown up. I imagine your spam filter might be broken?
This web site does not render properly on my iphone – you may want to try and repair that
Admiring the commitment you put into your blog and detailed information you present. It’s good to come across a blog every once in a while that isn’t the same unwanted rehashed material. Wonderful read! I’ve bookmarked your site and I’m adding your RSS feeds to my Google account.
Most of the times i visit a blog I notice that most blogs are amateurish. Regarding your blog,I have to say that you have done a good job here.
Outstanding blogger, Thankx for presenting this outstanding post. I found it useful. Best regards !!
You really need to work hard for it. As it is said “No pain , No gain”.
Thankyou for helping out, wonderful information.