{"id":4388,"date":"2016-02-03T16:56:00","date_gmt":"2023-10-18T16:56:11","guid":{"rendered":"https:\/\/www.salesforce.com\/?p=4388"},"modified":"2023-10-18T17:35:59","modified_gmt":"2023-10-18T17:35:59","slug":"sales-pros-dont-do","status":"publish","type":"post","link":"https:\/\/www.salesforce.com\/ca\/blog\/sales-pros-dont-do\/","title":{"rendered":"5 Items Sales Pros Should Put Their \u2018Don\u2019t Do\u2019 List"},"content":{"rendered":"\n

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We all have our items to check off before the work day is truly done. A sales leader might need to conduct a staff meeting, for instance, or follow up on a deal that may be moving in the wrong direction. Reps have calls to make, presentations to create or in-person pitches.<\/p>\n

With all the focus on what you need to get done, it\u2019s easy to forget that there are other things which should be put aside. That\u2019s why some time management experts suggest that, beyond making a \u201cto do\u201d list, sales professionals should also think about writing a \u201cdon\u2019t do\u201d list. This will help them make sure their schedule doesn\u2019t get too filled with items that suck time away from things that could get them nearer to a client win.<\/p>\n

If you\u2019re too busy to make your own list \u2013 and who isn\u2019t? \u2013 we\u2019ve got a handful of ideas that may apply to you. Use them as thought-starters to make the most of each minute.<\/p>\n

Don\u2019t<\/i> Spend Hours Searching Online For Background Information<\/b><\/p>\n

You go to an event or talk to a colleague and learn that a customer\u2019s business has changed and that they may be in need of something new. You start trolling around on the Internet looking up news, checking for the right decision-maker and any other recent updates on its web site. While some degree of research may make sense, it\u2019s not the best use of time if you have a robust CRM system in place where previous purchase history and other valuable data is already stored in an easily accessible way. If what you find in your CRM isn\u2019t adequately preparing you for the next customer opportunity, it\u2019s time to revisit how well it\u2019s being used and if there might be more effective processes to share information within it.<\/p>\n

Don\u2019t<\/i> Juggle Calendars Endlessly To Secure Face-to-Face Meetings<\/b><\/p>\n

At some point, there will likely be a moment where being in the same room is critical to closing the deal. In some of the earlier stages, however, there are other options to help introduce yourself and educate prospects about how your firm\u2019s products and services could help. This not only includes content marketing assets such as blog posts but also video clips, which more organizations are increasingly using as a selling tool. Making use of multiple channels will ensure you\u2019re consistently nurturing a prospect rather than putting off an opportunity for weeks or more.<\/p>\n

Don\u2019t<\/i> Sit At Your Desk Deciding Whether To Press \u2018Send\u2019<\/b><\/p>\n

Sales is a deadline-driven role, but the pressure becomes even more intense when you\u2019re about to forward on a slide deck or proposal and you\u2019re worried about how a customer might react. Until recently, all most sales professionals had to work with was their memory of a client\u2019s behaviour and their gut instincts about whether what they present will resonate. Today, however, they can use analytics tools to show high-level overviews about what a particular customer or industry sector is likely to do and even more granular details about future activity. Predictive intelligence tools should become a replacement for a \u201chere goes nothing\u201d approach to communicating with customers and prospects.<\/p>\n

Don\u2019t<\/i> Wait Until You Get Back To The Office To Take Action<\/b><\/p>\n

Sales reps are often on the road. When you\u2019re driving, you have no choice but to pay attention to what\u2019s around you. But before you fasten your seat belt, board an airplane or while you\u2019re standing in line waiting for a taxi, there\u2019s still lots of ways to move a deal towards close. Think about the growing array of mobile apps that allow you to log sales activity or push forward marketing materials to support your pitch or answer customer questions. Chances are you\u2019re already glued to your smart phone. Make sure it becomes as valuable for connecting with your team or taking action on data as it is to play mobile games or make phone calls.<\/p>\n

Don\u2019t<\/i> Try To Do The Marketing Department\u2019s Job<\/b><\/p>\n

By all means send emails to clients and prospects to keep them up to date on what your company is doing. Definitely pass on white papers or webinars they might find interesting. A better use of your time, though, would be learning more about how marketing automation is handling many of the functions associated with demand generation. Sales teams have a great opportunity in 2016 to work more collaboratively and cohesively with their counterparts in marketing. It might not only free up more of your time, it\u2019ll also probably help you close more deals.<\/p>\n

Want more tips to increase your sales performance? Check out Salesforce\u2019s free eBook:<\/p>\n

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<\/span> <\/p>\n","protected":false},"excerpt":{"rendered":"

We all have our items to check off before the work day is truly done. A sales leader might need to conduct a staff meeting, for instance, or follow up on a deal that may be moving in the wrong direction. 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