How long do sales professionals actually spend on sales?
Would it surprise you that a large part of a seller's time is not spent selling? Here is the final result: sales representatives only spend a third of their selling time. It just can not happen. Sales managers only survive 18 months in their roles and only 53% of representatives reach their quota. This statistic is worrying.
Sales representatives only spend 35% of the time selling
As you may remember, we asked 721 salespeople to tell us how they spent their time. It was their numbers, who speak for themselves. They spend 35.2% of their time on sales and 65% on everything else except sales.
Let me put that in dollars and cents. The average sales representative earns $ 105,482 a year. If 64.8% of the time is spent on non-revenue generating activities, we can determine how much they lose without having to talk to potential customers. A typical company spends $ 68,352 per representative per year to pay for jobs for which it was not hired.
I realize that this company is partly responsible for my business. We continually encourage salespeople to achieve better sales rates, better pipeline management and a better forecasting strategy.
At the same time, sales people do not have the fundamental skills of sales time management.
Time management skills
Good time management skills are needed to become a successful salesman. Do not you think that time management is one of the fundamental skills required for sales? Stop reading now and we will agree to disagree. One of my favorite books is "The Ultimate Sales Machine" by Chet Holmes. In the book, Chet enumerates many skills and strategies that salespeople must master, but it starts with time management. Why? Because if you can not get this right, you can not get anything.
This is where the fundamental problem lies. Yes, 61.3% of sales representatives report having a time management system or tool. However, only 23% said they followed it. Is it a problem? This seems to be a problem for me. This means that most sales representatives "just try to reach their number". A hope is not a plan. Unfortunately, there is not much advanced technology for this task. About 70% of representatives do not use software to manage their time.
How can we do better
Large vendors who actively manage their time according to a specific time management philosophy spend 18.9% more time selling than those who do not. This increases the number of sales from 35% to 54%. This should be obvious, but the more time you sell, the more likely you are to see your number and your goal.
Read the full post on Forbes magazine. You will learn more about how you and your sales team can improve your sales time.
Time management is essential to becoming a successful seller, especially because time is a cost factor for the industry. Successful salespeople know how to manage their time so they can spend most of their time doing what they are supposed to do: selling. We hope this article has helped you better understand the importance of time management for any sales team. We hope you have some tips for improving the performance of your own team.
Do you think that time management is important for a seller to reach his goal? Share your thoughts in the comments section below.
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Editor's Note: This position was published on February 21, 2018 and has been updated to improve its quality and relevance.