Selling is a challenging profession. The old school mentality is work harder. The new school perspective is work smarter. Smart selling is a key principle to working smarter.
Sales encompasses so many element from lead generation, sales qualification, sales process and sales methodology to name a few. This blog looks at maximizing the days that you are working to ensure that they are as productive as possible.
Smart Selling: The 215 Principle
Smart Selling: The 215 Principle refers to the actual number of selling day available to meet quota!
How many selling days a year do you actually have? A very conservative estimate is that there are only 215 days in the year? For most salespeople, that’s all there are! Don’t believe me? Do the math:
Start with 365 days in the year, then subtract
- 104 weekend days
- 22 Vacation and sick days
- 24 days for non-selling meetings, training, and travel time
Just like that you’re down to 215 precious days in which you can sell. What will you do with your 215?
There’s only one sure-fire way to sell more: spend more of your 215 focused on revenue generating activities, like speaking to your prospects. To do that, you’ll need tools that eliminate or reduce the amount of time it takes to do everything else. Sales reports, activity reports, lead management, database cleansing, searching for email communication, the list goes on!
Think about it . . . Just 5 minutes saved every day puts 18 hours of selling time back in your pocket:
5 minutes x 215 days = 18 hours per year
Spend just 1 hour less each day on non-selling activities and you’ll end up with a whopping 27 days of extra selling time!
Having the right tools in place and managing them well makes an enormous difference in how productive salespeople are. That’s why businesses that are serious about enhance their organisational efficiency and improve staff productivity implement CRM systems.
How a CRM can with Smart Selling
A CRM system benefits an organisation through improving your personal efficiency as well as the organisational efficiency as a whole. A CRM can help eliminate a lot of manual tasks that take up unnecessary time. With new workflow technologies you can elevate the customer engagement and enhance customer engagement. This is on top of the visibility that CRM offers to assist with managing your sales performance and control of the sales process. This visibility enables management to understand why, when, who and how opportunities are being won, stalled, or being lost.
If it cannot be monitored, it cannot be managed. The visibility offered within the CRM system also allows management to make educated business decisions based on hard data. A CRM system will enable structured data to be used to access performance. This assessment should indicate which sales person is out performing others.
How Proaptivity can help
ProAptivity are an independent CRM solutions provider. We focus on the implementation, training, and support of highly customised CRM software solutions. Our CRM software supported by our sales training provide customers with the tools needed to deliver successful sales process management.
Fundamentally, we help organisations embed CRM best practice throughout their organisation. This helps organisations become more competitive, customer focused and ultimately more profitable.
If you need help in understanding why my business needs CRM, maybe some of our eBooks could help! Alternatively visit Maximizer CRM for more information. Contact us today in Belfast on 028 9099 6388 or at our Bedford office on 01234 214004. Alternatively email us on info@proaptivity.com. Contact us today for a free CRM consultation that will assess if your business is CRM ready.
