I hear from sales people all the time,
"I simply don't have enough time to make the calls,
to schedule appointments,
to do what I need to do in order
to make more money in my job."
But the reality is every single person
on this planet has the exact same amount of time
in order to do what they have to do.
And it's not just about what you have to do,
but it's also about what you don't have to do.
And so in this video,
I am going to walk you through
how to be more effective with your time.
I will show you the seven keys
to sales time management, check it out.
(soft music)
Number One- Say no to non-selling.
This is really the most important point
in any focus of sales time management
when it comes to sales.
There are so many forces that are pulling us away
from what we should actually be doing,
which is selling, right?
What actually makes you money?
It's anything that has to do with selling.
That could be generating more appointments,
that could be prospecting,
that could be conducting meetings.
What doesn't make you time?
All of the non-sale stuff,
the operational stuff, the paperwork,
the just helping out people in the office
or doing those things in between on social media.
Whatever it is that's not making you money,
you've got to remove that from your plate.
So that way you're focused completely
on what actually makes you money.
The sales activities.
Number Two- Disqualify.
Now, we have all been taught
that we need to persuade and convince
every prospect to buy from us.
In fact, a lot of times the ultimate compliment
that we think we could receive
is that person can sell anything to anyone.
But the reality is is that
not all of your prospects are created equal,
not everyone's a fit for what you do and what you offer.
That means that we need to actually disqualify
the people who aren't a fit.
Because what's the biggest time suck in sales?
Actual selling time activity.
It's being in front of people
who aren't going to buy.
The quicker we can end the interactions
with non-buyers or with people
who just for one reason or another
are not qualified at this exact moment,
the better off we're going to be.
The more time we're going to have to do, what,
to spend time with the people
that are actually a fit.
The people that are actually going to buy from us.
Number Three- Use a CRM system
to organize your process and your pipeline.
This is so important,
because I see salespeople all the time
who are really disorganized with their process.
And as a result, they're spending so much time
just trying to figure out
what they have to do next.
By having a strong CRM system,
that's going to organize your entire sales process
and all of your prospects.
Now you have one place where everything is kept.
So there's no going back and forth.
In fact, our good friends at Pipedrive
help you do exactly this.
You have now a system where you can keep
all of your process organize,
so nothing slips through the cracks,
and then you can also hold all of your prospects
in one place and you know exactly
where they are in the process
and within the pipeline.
Now, nothing is just being forgotten
about or slipping through.
You have it all in one place.
Number Four- Bigger is better than more.
Now let me unpack that for you.
In sales, we often have two choices.
We can be a volume play where we can just make
lots of sales, which is more,
or we can make bigger sales,
maybe fewer of them, but bigger sales, that's bigger.
And in my experience, bigger is always better than more.
Now there are obviously some exceptions to this,
but the reality is is that as a general rule,
bigger sales are going to be a more efficient
use of your time than making more sales.
In fact, we find that, as an average rule,
making a bigger sale doesn't actually take up
that much more time than a smaller sale.
It's just that one big sale can do the same
from a profitability or revenue perspective
as many smaller sales.
So focus on those bigger sales.
I'm not saying that you turn away smaller deals,
but focus your time,
realize who is your ideal prospect,
how can you be making more of those bigger sales,
which are going to be a much more efficient
use of your time and that you're not chasing around
tons of tiny little leads all day long.
Number Five- Stop following up.
Follow up is one of the biggest time sucks of salespeople.
And the reason I'm saying stop following up
is not that you're going to just kind of give up
on leads that slip through the cracks, of course not.
But my challenge to you is don't let them slip
through the cracks in the first place.
Don't put yourself in a position
to have to follow up ever.
Instead, we want to be next step obsessed.
Every time you're on the phone
or on a Zoom or on a meeting with a prospect,
you always want to be scheduling the next step.
So that way you're never following up,
there is never a time to follow up.
You're always just following the next step.
Everything's in the calendar.
So that way the sales are moving along
more efficiently and you're using your time
so much more efficiently than the average salesperson
who's out there just following up
on every single lead and just trying to herd
a bunch of kittens that are all running off
in different directions.
Number Six- Systematize your outreach.
One of the other huge inefficiencies
that I see salespeople doing all the time
is that they're pretty haphazard about their outreach.
So one day they walk into the office and they say,
"Okay, I'm going to make some calls today,"
or "tomorrow, I'm going to send some emails."
And then, "You know what,
maybe I've got to follow up on this person."
And everything's in their head.
And it's really just a hodgepodge of haphazard activity.
Instead, what we want to do
is systematize every single bit
of outreach that we have.
So that way, when we get to the office today,
or we get to our home office and we have to start,
we know exactly what we have to do,
who we have to reach out to,
and at what point in the outreach process they fit.
The more we can systematize this,
the more we can be so much more efficient,
and quite frankly, you can actually automate
a lot of those activities
if you're really, really efficient.
Number Seven- Use strong tools.
We live in a world now where there
are so many incredible tools
for salespeople to be leveraging
to make their time more efficient.
There are so many incredible tools out there
that are going to allow you to,
as one person, do the work of many people
through automation, through organization,
and through systematization.
What we want to do is make sure
that our tools are really supporting our activities
so that way we're not doing everything manually.
Which is one of the things
that I actually really love about a tool like a Pipedrive,
where you're not constantly doing everything manually.
You can have campaigns where emails are going out,
where you're having reminders
and tasks are being set,
and it's all kept in one place.
Leverage those tools to make sure
that you are not inefficient in your day,
and you're not just doing all of this manual labor
that you don't have to be doing.
So there are seven keys to sales time management,
and I want to share with you
an incredible offer from our friends at Pipedrive
who have an amazing CRM system
that can really help you be so much more
efficient with your sales time management.
In fact, the data shows that
within the first year of using Pipedrive,
their clients have seen a 28%
increase in conversion rates,
a 21% increase in average deal size,
and a 49% acceleration in their sales cycles.
And as a special offer
to just people in our community,
you can get a 30 day free trial
for Pipedrive as well as 20% off
anything that you purchase
with them in the first year.
Just click below.
There's a link in the bio right below the video
that you can get access to this incredible offer.
And if you enjoyed this video,
then I have a free training
on the step-by-step formula to closing more deals.
Just click right here to get registered instantly.
Seriously, just click right here to get registered.
This is an in-depth training
that will help you close more sales
at higher prices all while generating more appointments.
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