18 sales experts share their best tip for maximizing productivity

Download 18 Sales Experts Share Their Best Tip for Maximizing Productivity

Post on 11-Aug-2014




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Nobody is a sales genius right out of the gate. The best salespeople are constantly looking for ways to improve their technique, make gains in efficiency, and generally maximize their productivity. We asked a few of today’s most productive, efficient, and successful sales experts to share their best sales productivity tips, and they came through in a big way. Time management, efficiency, and relationship-building were top priorities for many of the sales pros we talked to. Any salesperson who is willing to take the time and effort to incorporate these tactics into their regular routine will see awesome improvements in their efficiency and overall sales productivity. More here: http://blog.getbase.com/18-sales-experts-share-their-best-tip-for-maximizing-productivity


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    Butch Bellah Sales, Marketing & Business Coach, ButchBellah.com

    Most salespeople could immediately improve their productivity if theyd simply focus on spending their

    selling hours on selling. Eliminate all other time-wasters and put all their efforts in those hours toward

    tasks that move them closer to a sale. From needlessly checking email every hour to paperwork to just

    plain busywork, once they begin to identify these habits theyre much easier to break.

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    Jim Keenan Founder, A Sales Guy Consulting

    Sales people, good sales people, have no shortage of shit to get done, the best know which things to work on

    first. The key is to focus on the things that have the biggest impact on making your number, and are the least

    complex ie. take the least amount of time to complete. Knowing which these are is key! Then move to those

    things that have big impact but are more complex, (take longer to complete). After that, tackle those things that

    are easy or not very complex, BUT dont have much impact, and finally do what you can to avoid all things that

    take a lot of time (are complex to execute) BUT offer little impact to making your number. Its not enough to get

    everything done, the key is to get the things that matter done!

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    Lori Richardson Founder & CEO, Score More Sales

    Create a habit of doing specific tasks that lead to revenues regularly, such as having real conversations with

    potential buyers rather than just talking about having them. Set time aside to be on the phone that is separate

    from planning or research time. Finally start each day with an idea of what youre doing and be ready to go

    with it. So many sellers waste an hour or two each day getting ready.

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    Jeb Blount CEO, SalesGravy.com

    The best salespeople map or grid their territory by day. They then plan their appointments and calls each day,

    within the grid, thus reducing wasted drive time. The key is leveraging the CRM to run call lists by geography

    based attributes. This makes it easy to stick to the daily plan. Salespeople that utilize this methodology are many

    times more productive than reps that take a random approach to managing their territory.

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    Ron Karr President & CEO, Karr Associates, Inc.

    According to Ron Karr, author of CEO Bestselling book Lead, Sell or Get Out of the Way, there are two questions sales people should live by when it comes to increasing their productivity.

    1. What does success look like to you?

    2. Do your actions support your success goals?

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    Colleen Francis President & Founder, Engage Selling Solutions

    Optimize your number of hours selling Can you outsource some non-sales work to others so that you can

    increase the number of hours you spend per week in front of customers? Consider outsourcing low-return tasks

    such as expense reports, preparation of slide decks, editing. The top sellers I work with often pay a part time

    business student to help them with these tasks so they can spend more time with clients and prospects.

    Improve your closing ratio Are you asking for referrals every day from clients? Cold leads close at a ratio of

    1:25, whereas referred lead close at a ratio of 1:3. Can you make a better productivity improvement than that?

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    Craig Wortmann Founder & CEO, Sales Engine

    Say thank you and go all the way with it. Salespeople most often thank people via email. But an email thank

    you is more like than spam than it is like gratitude. If you want to truly thank someone, then thank them. Take

    20 seconds and write a hand-written note that says; Chase, thanks very much for the time you gave me today.

    One thing you said really stuck with mewhen you said x it made me think of y. Thanks for that. Best, Craig

    Thats it. No muss, no fuss. But it sure does thrill people to get a proper thank you.

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    Alen Mayer President, International Association of NLP Sales Professionals, AlenMayer.com

    Dont use hype! Salespeople love hype language because they dont have to invest time into understanding

    the product or the customer. Introverts spot the exaggerated information in these traditional types of pitches

    quickly, and when they find out that the salesperson doesnt know what he or she is talking about, they shut

    down the conversation. To win an introverts respect, you need to prove your credibility using third-party

    endorsements, certifications and awards your product or company won. Introverts dont usually get swept away

    by a sales pitch, but they can be influenced by objective reviews or media coverage.

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    Wendy Weiss President, ColdCallingResults.com

    Follow the money. When planning your day or week or month or year always determine which activities are

    closest to bringing in revenue and prioritize those activities. For example, paperwork is far down the list when it

    comes to generating revenue. Meetings or conversations with existing customers to potentially sell additional

    products or services would be high on the list. Prospecting is a high priority item although its further down the

    list than meeting with a prospect who is about to say, yes. Save non-revenue generating activities for off hours

    or better yet, delegate those activities. Too many sales professionals spend far too much time on activities that

    do not increase sales. Prioritize and execute on the activities that generate revenue and watch your sales soar.

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    Anthony Iannarino President & Chief Sales Officer, Solutions Staffing

    There is nothing that will make you more productive than spending time on Sunday doing a weekly review and

    putting the most important tasks and outcomes on your calendar. Then, like any other commitment you put on

    the calendar, keep that commitment. Productivity is about deciding what needs done and doing it. Productivity is

    about taking action.

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    Trent Leyshan Managing Director, Boom Sales

    Get crystal clear on where you (the sales professional) add the most value to your company and customers.

    You then structure your time in and around that activity. Take a blow torch to your time wasting activities with

    conviction. You then create support structures around yourself to allow you to execute. In short, do more of what


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    Ian Brodie Expert Sales Consultant

    You should focus your time on finding and nurturing your ideal clients who want and need what you have to

    offer, rather than focusing on people who dont think they want it and trying to convince them that they do.

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    Jeff Sheehan Author of Hired! Paths to Employment in the Social Media Era

    Keeping your contacts, prospects, and customers organized, as being organized is the key to success. For

    those who are in sales, or who network extensively, it becomes very difficult to be productive if you have a

    loose collection of business cards, contact, and customer information that can be readily be accessed,

    segmented, and used for marketing/sales work. Although it may be a bit time consuming to load this data into a

    spreadsheet or CRM system once you receive a business card or other contact from someone, the time that

    youll save trying to find this information later will be incredible if it is readily accessible.

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    Nancy Bleeke Founder, SalesProInsider.com

    Prepare! Plan first on paper and then mentally just before the contact. Focus on Whats in it for Them (your

    buyer) during this preparation and ensure that from the first words in initiating through the final closing

    statements your comments are relevant to them and their situation. Use all the tools available to you to research

    the person, company, and situation to guide you in this focus. When you make it about Them, every minute of

    preparation time is gained back two to three times through that sale and follow-up.

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    Dave Stein Founder, ES Research Group

    Relentlessly qualify your sales opportunities. More time is wasted pursuing business that cant be won or isnt

    worth winning than any other activity.

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    Tibor Shanto Principal, Renbor Sales Solutions

    Sales people need to stop seeking time management solutions, and instead focus on allocating time to specific

    high value activities, and the manage their activity in the allotted time. Time already comes managed, 60

    minutes, 24 hours, 12 months, etc, everyone agrees, cant manage any further. Know what you have to do to be

    successful, in what proportions, the map it out, allocate the time, and do it in that time.

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    Jill Konrath Author, Speaker, Strategist, JillKonrath.com

    Never, ever multi-task. Your brain is incapable of doing two things at one time. Instead, it bounces back and

    forth between them. The result? It takes you 30-40% longer to get things done than if you were single tasking.

    Do one thing at a time and focus in on it.

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    Elinor Stutz CEO, Smooth Sale

    I learned to keep a running task list at all times of what


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