Browse Tag

time management

Breaking Your Sales Slump

Problem:  As salespeople, we sometimes struggle breaking out of our comfort zones.  You know when you should be or even need be to trying something new to get to things moving in the right direction.  Triggered by having an anemic pipeline of good opportunities we try to create sales momentum with a flurry of short-term sales activity.  If you have ever done this before, you realize that this approach rarely creates any lasting results. It is not just in our sales role where this approach does not work.  It never works in our diet program, exercise routine, or financial planning. read more

Let the Deceased Rest in Peace

SQC smallProblem:  I can’t tell you how many times I’ve heard this from our clients, “If I just had more time, I’d be able to sell more.”  In fact, time management and follow-up skills are frequently cited as major challenges sales managers tell us their salespeople face.

Yet we find that salespeople often sabotage themselves when it comes to management of their time.  Salespeople are notorious for trying to keep a “prospect” alive when it’s obvious that the “deal” is dead.  They continue to try to “resurrect the dead.” read more

Another Lousy Appointment

SQC smallProblem:  It was a gloomy day and had just started to rain when Rick left his second lousy appointment of the day.  “Man,” he thought to himself, “it’s pouring down rain, my car is at the other end of the parking lot, and this appointment that I drove 40 miles to see was a total waste of time.  My grandmother is a better prospect than this guy.”  He put his head down and dejectedly trudged through the rain towards his car.  On his way back to the office, he reflected on the appointments he had been on recently.  The majority of them had been similar to these two, a waste of time for the most part… nobody seemed interested in buying.  He was starting to feel like they were all bad prospects.  The gloomy day mirrored his mood perfectly.  He needed to do something quickly since his sales were starting to suffer. read more

Hearing “NO” From Prospects is a Good Thing

SQC smallProblem:  One of the most common requests we get is for time management training.  It seems there just aren’t enough hours in the day for most salespeople.  Companies spend big bucks for smart phones and other electronic devices so salespeople can stay in touch and on customer relations management programs to make them more efficient.  Training programs are conducted to help them evaluate areas where they are wasting time and provide solutions.  Yet they still have time management issues. read more