Sales Challenge #1: Master your own calendar
1. Reduce administrative tasks
Reduce administrative tasks through automation, including optimizing driving time through intelligent routing, automated scheduling assistants, and simplified CRM updates.
2. Be prepared to pivot if a meeting changes
Be prepared to pivot if a meeting changes or a contact isn’t available as planned. What else can you do in the area? Are you able to meet with nearby prospects?
3. Focus on the task you’re on
Focus on the task you’re on. Multi-tasking wastes time. Set days aside for calling and emailing, days aside for face-to-face, and focus on making them productive.
4. Tackle the thing you hate the most first
Tackle the thing you hate the most first. If updating CRM is not your favorite task, do it first thing in the morning and get it out of the way. Automate it if you can.
5. Structure your day around your buyer’s calendar
If they’re a restaurant, don’t show up at lunchtime!
6. Streamline repeatable tasks
Streamline repeatable tasks so you don’t have to re-think them every time. Introductory emails, sending thank you notes, calling contacts. Have a plan. Execute the plan. Rinse and repeat.
7. Email templates reduce cycles
Email templates reduce cycles. Prepare two or three base emails that you can edit. Consider different situations and have an email prepared for the most common scenarios.
8. Reduce distractions
Reduce distractions. Like chatting with friends, surfing for cool videos or checking personal email? Set time aside for this on breaks or at the end of the day. When it’s work time, focus on work.
9. Prioritize your accounts using CRM data, not just instinct
Prioritize your accounts using CRM data, not just instinct. The more data you can have at your fingertips, the more likely you are to spend time on deals that will close!
10. Be honest with yourself
Be honest with yourself. If you are wasting time, be aware and focused on improving that dynamic. Set goals for meetings, calls and record keeping. Check off the tasks as you complete them and then allow yourself some good old downtime.