Everyone 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?
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:
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.