One of the biggest challenges facing sales teams today is effectively managing their most limited resource – time. The process of getting from initial conversation to closed deal takes a lot of time, and generates a lot of information that needs to be captured within your Salesforce CRM.
Here are some top tips for how to improve time management for sales professionals:
- Use your calendar to book time for prospecting. It’s easy to let other activities get in the way of one of your most valuable sales activities – prospecting. Book time on your calendar for prospecting, and then honor that time as if it were a meeting with your most important client.
- End your inbox addiction. Refreshing your inbox every 15 minutes doesn’t make the email that you’re waiting for appear any faster. Set aside time every few hours to check your inbox, or use priority notification systems to alert you when you get a response from a hot prospect.
- Identify your three most important tasks of the day – and then do them first. Start each day by reviewing your to-do list and selecting your three most important tasks of the day. This could be sending out a quote, following up with a hot contact that you haven’t heard from in a few days, or connecting with the customer success team to get updates on your biggest clients. Once you’ve identified these, do them before your day gets derailed by other requests.
- Use technology to your advantage. With today’s systems, it’s easy to fill your time with administrative duties that don’t help you close the deal. Whether it’s syncing emails from your inbox to your CRM, updating next steps, or scheduling meetings, you can leverage Salesforce and tools like Productivity Fox to streamline these administrative tasks, leaving you with more time to sell. (Did you know Productivity Fox can even create meetings for you based on your opportunity status? Learn how!)
- Don’t multi-task. As tempting as it may be to work on several items at once, research shows that multi-tasking actually reduces your productivity. Plus it increases the likelihood that you could create a critical mistake – like sending a quote to the wrong client (or worse!). Focusing on one task and one customer at a time ensures that everyone gets the attention they need.
How do you stay productive as a busy sales person? We’d love to hear your suggestions in the comments!