Time management is something most people struggle with and salespeople are no exception. It can have a huge impact on productivity—so how do you manage your time effectively? How do you become more efficient and productive in the time that you do have? Mark Sellers joins Paul in this episode to share his take—don’t miss it!
Mark Sellers is the Managing Partner and Founder of Breakthrough Sales Performance—which has been operating for 24 years. He is the author of two books, ‘The Funnel Principle’ and ‘Blindspots: The Hidden Killer of Sales Coaching’. He is an executive coach who consults with small to medium-sized businesses to help them improve their sales. Listen to this episode of Sales Reinvented for his insights on productivity.
According to Mark, productivity is measured by the function of energy multiplied by the task at hand. In other words, how long does it take you to complete a task? You’re more productive if you get things done in a shorter length of time. But time seems to be what all salespeople are short on—so the goal is to become more efficient with the time you do have.
Mark points out that one way to achieve efficiency is by only investing your time in qualified leads. You can’t continue chasing deals that are dead. You must also prioritize the things that move the needle on sales and achieving quota and everything else is secondary.
Sales managers need to focus on tracking what is measurable—which is why there is such an emphasis on goals, quota, etc. Mark is happy as long as he can see progress is being made towards a goal. But as a manager, you must know how many ‘calories’ your salespeople are burning to reach a goal. If they’re being inefficient, you can help coach them to be more productive and focus on priorities.
Salespeople need to stop running and reacting—if they can’t sustain their activity level it will catch up to them. To change, they need to plan better. Mark shared some cool strategies:
Be sure to listen to hear our in-depth discussion of these topics.
Mark believes the key to being a great salesperson, in general, is having a good vision. What you’re doing in pursuit of the vision will always move you in the right direction. You simply build your priorities around that vision and pursue them relentlessly.
A salesperson must also know where they’re going to spend their energy, both personally and professionally. They have to have the ability to discern what to say no to and what opportunities to embrace. You can’t be successful if you say ‘yes’ to everything and end up burned out.
Mark has learned a few tricks along the way that he shares in this episode that can help you maximize your time:
Listen to the whole episode for an in-depth discussion on productivity, to hear about how Mark wrote his books, and the best way to knock out tasks.
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