Salespeople know how to work hard. They know how to make lists and check things off. They know they need to prioritize, delegate, eliminate distractions, and maintain an organized time management system. Since a decent sales rep can’t function without doing most of these things, let’s assume you’ve implemented some or all of the above to a certain extent.
Still, when you look at a typical day, how much of your time do you spend actually selling? As I’ve learned during my seminars, many salespeople spend as little as 20% of their time actually selling. Image how effective you could be if you doubled, tripled, or even quadrupled that percentage?
Here are five ideas to help you get that number up: