work smart: time management tips for sales professionals presenter: stephanie sperry – senior...

19
Work Smart: Time Management Tips for Sales Professionals Presenter: Stephanie Sperry – Senior Marketing Manager, Merchant Warehouse

Upload: baldwin-oconnor

Post on 26-Dec-2015

214 views

Category:

Documents


0 download

TRANSCRIPT

Page 1: Work Smart: Time Management Tips for Sales Professionals Presenter: Stephanie Sperry – Senior Marketing Manager, Merchant Warehouse

Work Smart: Time Management Tips for Sales Professionals

Presenter: Stephanie Sperry – Senior Marketing Manager,

Merchant Warehouse

Page 2: Work Smart: Time Management Tips for Sales Professionals Presenter: Stephanie Sperry – Senior Marketing Manager, Merchant Warehouse

About Merchant Warehouse

• Established in 1998• Based in Boston, MA• Over 80,000 active merchants• 200+ employees• Award winning:– Three-time recipient of the Boston Business Journal

Pacesetter Award– 100 Best’s 2010 Merchant Account Provider of the Year– First ISO to receive - ETA ISO of the Year

Page 3: Work Smart: Time Management Tips for Sales Professionals Presenter: Stephanie Sperry – Senior Marketing Manager, Merchant Warehouse

Talking Points

• Barriers that keep you from managing time effectively

• What’s Important versus what’s urgent• Prioritizing and setting goals to keep the sales funnel

flowing• Using software and planners• Tackling daily activities with a systematic approach

Page 4: Work Smart: Time Management Tips for Sales Professionals Presenter: Stephanie Sperry – Senior Marketing Manager, Merchant Warehouse

Common Barriers

• Inability to say ‘no’• Interruptions• Stress/ Feeling overwhelmed• Procrastination• Lack of prioritizing• Spending too much time talking• Doing what we ‘like’ to do before what we

‘need’ to do

Page 5: Work Smart: Time Management Tips for Sales Professionals Presenter: Stephanie Sperry – Senior Marketing Manager, Merchant Warehouse

Overcoming barriers

• Learn to say no!– If you can’t – set realistic expectations

• Reduce Interruptions– Limit social time to breaks– Set up a separate working space – Check email at intervals throughout the day– If an email is urgent, flag it for when your done with your current task

• Don’t get overwhelmed– Take breaks – Practice some stress relieving activities– Create a priority list– Create a list over a course of few days, not just one master

Page 6: Work Smart: Time Management Tips for Sales Professionals Presenter: Stephanie Sperry – Senior Marketing Manager, Merchant Warehouse

Sample list

• Urgent:– Finish presentation– Get ipads shipped out– Order promo items

• Important:– Plan ad schedule– Figure out budget– Newsletter

• Next week:– Work with intern on conference – Focus on Saleforce initiatives

Page 7: Work Smart: Time Management Tips for Sales Professionals Presenter: Stephanie Sperry – Senior Marketing Manager, Merchant Warehouse

Overcoming barriers

• Avoid procrastination– Set goals and deadlines– Do a little at a time

• Prioritize– Put things into buckets, create lists

• Talk less, think more– Is this prospect worth trying to sell for two hours?– What ROI am I really going to get out of this?

• Remember you wear many hats– Don’t just focus on what you like to do– Focus on growing your business and learning about all aspects of

growing a business

Page 8: Work Smart: Time Management Tips for Sales Professionals Presenter: Stephanie Sperry – Senior Marketing Manager, Merchant Warehouse

Important versus Urgent

Page 9: Work Smart: Time Management Tips for Sales Professionals Presenter: Stephanie Sperry – Senior Marketing Manager, Merchant Warehouse

What’s important versus urgent

• Urgent: Time sensitive or ‘putting out fire’ problems– Dealing with a customer issue – Getting a merchant account set up – Meeting with a customer

• Important: Revolve around strategy and planning– Checking in with customers – Customer relations– Managing your finances– Marketing your business– Getting referrals– Prospecting– Education– Taking a vacation

Page 10: Work Smart: Time Management Tips for Sales Professionals Presenter: Stephanie Sperry – Senior Marketing Manager, Merchant Warehouse

Managing the urgent

• Delegate• Get things down on paper• Stop, Think, Act: – Stop for a second to make sure it’s urgent– Think about the source – rank it’s urgency– Then act quickly without dwelling too long on it

• If you’re in the middle of an ‘important project’ - Use sticky notes to remind yourself of an issue you need to resolve that day

Get Sally’s terminal programmed!

Page 11: Work Smart: Time Management Tips for Sales Professionals Presenter: Stephanie Sperry – Senior Marketing Manager, Merchant Warehouse

Managing the important

• Schedule time each day for the important activities• Prioritize – Write things down• Keep a list by day and by week• Set weekly goals on what important tasks you want

to complete• Use tools to set reminders• Don’t forget to take time for yourself

Figure out what’s important and focus on that!

Page 12: Work Smart: Time Management Tips for Sales Professionals Presenter: Stephanie Sperry – Senior Marketing Manager, Merchant Warehouse

Prioritizing and setting goals

• Think about your ROI – What’s going to give you a return on the time you put into something? – Option 1 – Spend all day on a postcard campaign– Option 2 – Spending your day getting referrals and visiting customers

• Set aside time each day to:– Call prospects and customers– Focus on important activities such as:

• Marketing• Processing paper• Mining new sales opportunities• Preventing attrition

Page 13: Work Smart: Time Management Tips for Sales Professionals Presenter: Stephanie Sperry – Senior Marketing Manager, Merchant Warehouse

Prioritizing and setting goals

• Setting sales goals:– Set daily, weekly monthly goals and keep track of

your accomplishments– Reward yourself for meeting goals

• Setting other goals:– I’ll attend 2 trainings every week– I will get xx referrals this month

Page 14: Work Smart: Time Management Tips for Sales Professionals Presenter: Stephanie Sperry – Senior Marketing Manager, Merchant Warehouse

Some Tips from a Successful Agent

• Set aside time for:– Learning the business– Making appointments– Admin work – service calls, app process, follow up and

deployment– Marketing and short and long term planning – Network,

branch out

• Practice closing techniques to minimize the sales process

• Think about partnering with someone that will compliment your abilities

Page 15: Work Smart: Time Management Tips for Sales Professionals Presenter: Stephanie Sperry – Senior Marketing Manager, Merchant Warehouse

Some Tips from a Successful Agent

• Don’t forget to pay attention to taxes• Have some short term goals like writing 10

accounts each month, 100 in a year.• Be patient: Residual income is magical, but it

takes time to grow• Be comfortable with making mistakes and

learning from them as you go• Consider hiring help – cold calling

Page 16: Work Smart: Time Management Tips for Sales Professionals Presenter: Stephanie Sperry – Senior Marketing Manager, Merchant Warehouse

Using software and planners

• CRM – Salesforce (contact manager - $5/month)• Microsoft Office (including outlook - $200)• Quickbooks ($140)

• Daily planner – 5 day planner• Sticky notes

Page 17: Work Smart: Time Management Tips for Sales Professionals Presenter: Stephanie Sperry – Senior Marketing Manager, Merchant Warehouse

Tackling daily activities

• Use a CRM system to set reminders for prospect calls and customer calls– Every xx month for a current customer– Every xx week for a prospect until they become a dead

lead

• Have a task list in outlook to manage important tasks• Use reminders or sticky notes for URGENT matters

Page 18: Work Smart: Time Management Tips for Sales Professionals Presenter: Stephanie Sperry – Senior Marketing Manager, Merchant Warehouse

Agent & ISO Program Benefits

• The security of a financially sound ISO• Generous bonuses and benefits• Uniquely fair agent contract• Innovative technology• In-house/dedicated customer and technical support• Guaranteed lifetime residuals• Marketing support• In-depth sales training• Online tools and resources

Coming soon – Cost analysis tool and CB App Express!

Page 19: Work Smart: Time Management Tips for Sales Professionals Presenter: Stephanie Sperry – Senior Marketing Manager, Merchant Warehouse

Questions?

For questions regarding this presentation, please contact StephanieSperry @ [email protected]

If you are interested in becoming an independent sales agentfor Merchant Warehouse, please contact Doug Small @617-896-5590 x 2535 or [email protected]