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3 Simple Ways to Focus Precious Time on High-Value Sales Activities

3 Simple Ways to Focus Precious Time on High-Value Sales Activities - SalesLatitude

3 Simple Ways to Focus Precious Time on High-Value Sales Activities - SalesLatitudeEveryone knows that chasing two rabbits at once means you catch no rabbits. Then why do so many salespeople shoot themselves in the foot by spending their precious time on the wrong things? They should be focusing on high-value sales activities.

But instead, they run from meeting to meeting with little to no understanding as to why they are there. Or, they’ll talk with just any client or prospect who will give them the time of day. Their internal processes and systems are often viewed as “sales prevention,” causing them to do more busy work than they have time for. Plus, they’re traveling, doing expense reports and other administrative tasks during prime-time business hours.

Most sales managers know their salespeople are pulled in a million different directions. So how can they help get their teams to spend precious time on the right things?

3 Steps to High-Value Sales Activities

Since most salespeople are paid based on hitting or exceeding quota, this should be where they spend most of their time. Seems obvious, but sometimes salespeople need a bit of help to stay on the right course.

Here are three ways sales managers can help their reps focus on high-value sales activities:

  1. Get them to focus on the things that will benefit their customers/prospects the most. The bigger the problem reps can solve for their customers/prospects, the more time, money and resources they will offer up to attain their desired goals.
  1. Ask your reps what will make it easier for them to do their jobs. Help knock down the obstacles that make it difficult to sell and, for the customer, difficult to buy. In addition, if non-selling activities like training and internal meetings are constantly getting in the way of high-value selling activities, then address them directly. Help your reps strike the right balance to maximize their time so they can do their jobs.
  1. Limit business hours to high-value sales activities. Train reps to spend quality time on things that truly matter – like helping customers and prospects solve problems. They should be saving things like travel and administrative work for “non-working” hours.

It’s All About the Results

For anyone in sales, making quota or exceeding it (with reasonable profit margins) is all that matters. Sales is a balancing act that must allow your team to get in front of customers, understand their unique challenges, and help them solve priority business goals. Many salespeople know how to keep their eye on the prize and can manage their time wisely. It’s a fact that when your reps focus on high-value sales activities, everybody wins. But, unfortunately for some, they need more than 24 hours in a day to get everything done.

Janice Mars, Principal and Founder of SalesLatitude, is a sales performance improvement consultant and change agent focused on growing top performers to impact bottom line growth. With more than 30 years of experience as a senior business and sales executive, she helps companies build successful sales teams by maximizing their time and resources, selling from the buyer’s point of view, and strengthening the effectiveness of leadership. View my LinkedIn profile | Twitter


Janice Mars5 years ago

July 12 2017

Peter, I wish it was that easy that I could provide advise without knowing much information :). The only recommendation I can make is to research who you are calling to sell business value and not push your products and services. Best of success.


Peter scott5 years ago

July 03 2017

Janis Love your info. I am a seasoned says rep. I am currently with a company where most of the activity is prospecting. However most prospects are very hard to contact as most are in education and busy all day. They are coaches after. Prospect ratio is around every 100 by 2-5 show interest. Most customers will reorder and will contact me directly. Any suggestions on a better way to prospect these coaches. Thx.


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