SalesFitRx BLOG

HOW TO INCREASE SALES: FIND SELLING TIME IN YOUR CURRENT NON-SELLING TIME

Time_Is_Money_334_shadowYou have a finite amount of hours for your sales activities.

That’s true, so how do you optimize your time to maximize sales?

I just read the article Nancy Nardin (@sellingtools) published on LinkedIn titled, “Accelerating Revenue: The ONE Measurement That Matters Most,” and I quite simply could not agree with her more…

“The most important measurement that determines revenue growth is the percentage of sales capacity that’s utilized for sales interactions (and whether that percentage is increasing or decreasing).”

There are existing hours that, when converted over to true selling time hours, will bring about more sales. That’s not an opinion, that’s just a fact.

This is key:

“Measuring Quota attainment percentage and other key performance indicators (KPIs) is important. But here’s the problem; they don’t tell you whether reps could be selling more and what’s preventing that from happening.”

So, do you think you already get your maximum amount of selling time? Are you really making the most of your time? Research [consistently] says that you are not…for that matter, pretty much no one is:

“…several research studies have all shown that the average B2B salesperson spends less than 35% of her time selling (defined as interacting with a prospect). That means, of the total number of 215 selling days (our available sales capacity) 140 days are used for something other than talking with a prospect.”

Those hours are currently disguised as any number of tasks, and Nancy does an excellent job of telling you where so many of these hours are. You need to read her article to see all of them in her list.

You can increase your sales by 40% simply by trimming 1 hour of time each day from the above tasks.”

Thank you for putting together this information for us, Nancy.

>> Don’t miss out on subscribing to Nancy’s YouTube channel as well. <<

It’s no longer a secret that finding non-selling time to convert into selling time is at the heart of what the SalesFitRx web and mobile app does for sales professionals and sales organizations as a whole. This is a rare mention of the award-winning app, but I would be remiss if I failed to mention it.

If you read this far into the article, you’re a perfect candidate to increase your sales with help from this tool. Their offer of up to 70 days of free use of this true difference maker will probably interest you.

QUESTION ::: If you’re honest with yourself, where do you already know you can be saving time in your day to create more selling time? What’s stopping you from making that change today?

Let’s talk about it…

Click here to download our free guide:
2015 Guide to Sales Optimization: Restoring Sanity to Sales

 

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