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Sales Reinvented

We at Sales Reinvented are on a mission to change the negative perception of sales people. Each week we will be interviewing experts in the field of sales and sharing their knowledge, ideas and expertise with our listeners. They share with us in our vision of a world where selling is a profession to be proud of. The aim of our formatted show is to provide ‘snackable’ episodes that are short enough to listen to in one sitting but long enough to provide real value that will help you in your sales career. Welcome to the Sales Reinvented Podcast.
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At Sales Reinvented, we are on a mission to change the negative perception of selling. Welcome to the Sales Reinvented Podcast.

Dec 11, 2019

Following the right productivity tips can make or break your sales performance. When your entire job revolves around generating revenue, it’s important to be as productive as you can be. So what steps do you need to take? If you’re looking for some great tips to propel you in the right direction, this episode of Sales Reinvented is the one for you!

Noelle Leemburg joins Paul in this episode to deliver some of her top tips from years of experience. She is a coach, co-author of a book, and an experienced saleswoman. Her enthusiasm, energy, and authentic desire to help others reach their goals shines in this episode. Don’t miss it!

Outline of This Episode

  • [1:20] Paul introduces Noelle Leemburg
  • [2:00] Why aren’t salespeople productive?
  • [3:00] How to become more productive
  • [3:45] Improving day-to-day productivity
  • [5:30] Attributes of a great sales professional
  • [6:10] Tools to have in your arsenal
  • [7:40] Top 3 Do’s and top 3 don’ts
  • [11:00] Noelle’s favorite productivity story

What keeps sales professionals from being productive?

Noelle believes productivity begins with doing impactful tasks effectively and efficiently. The key word is impactful—whatever task you’re doing needs to clearly be working towards generating revenue. So what keeps a salesperson from those tasks?

The #1 answer tends to be there are too many things on their plate.

If you’re getting tasks sent your way or requests are made of you that fall outside of your role, they need to be set aside. Don’t let “shiny penny syndrome” distract you from what generates revenue. 

Improving day-to-day productivity by prioritizing your time

So how does a sales professional become more productive? Noelle advocates being protective of your time. She refers to this as “Tiger Time”. You must fiercely protect your schedule. So start tracking where you’re spending your time. Then narrow down what activities you’re doing that are wasting your time.

Intentionality is a large part of what makes someone successful. If you know what your quarterly goals are, you can then plan monthly, weekly, and daily tasks to reach those goals. You can take those goals and plan them into your calendar so your precious time is not being wasted. 

To hear the attributes Noelle believes a sales professional must cultivate—keep listening!

Focus on impactful activities first

A goal-oriented and focused salesperson will focus on their most impactful tasks and knock them out first. Noelle helps further define impactful activities by noting it’s the things that make money. This can include—but is not limited to—prospecting, conversations with clients, face-to-face proposals, and phone calls. 

Noelle states that one way you can get a leg-up on your day is by coming in 10 minutes early. Investing an extra 10 minutes is an extra 40 hours a year spent in impactful activities. Think of what could be achieved in that extra time! Not everyone is a morning person, so connect with prospects when you’re at your best (even if it’s in the afternoon).

Noelle’s top productivity tips

Take Noelle’s top tips and make them your own. You’ll begin to take steps towards becoming a more productive sales professional:

  1. Plan your work and work your plan. Be organized, build routines, and do the work.
  2. Use your energy wisely. Get in front of your prospects when you’re at your best. 
  3. Win the morning! Get up early and get a headstart on your day.
  4. Eliminate distractions. Checking Facebook, Instagram, and Pinterest are NOT hourly tasks. Stop making them important!
  5. Stop multitasking. It’s hurting you, not helping. Get into a zone and stick to the task at hand. It’s proven to equate to higher productivity. 
  6. Learn to say no to anything that isn’t a high-value task or activity. 

Noelle wants sales professionals to focus on What’s Important Now (WIN). If you begin to do that and follow her productivity tips, you will start to win. Don’t miss listening to this whole episode for some great stories and productivity strategies. 

Resources & People Mentioned

Connect with Noelle Leemburg

Connect With Paul Watts 

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