|
Training for Book Authors
|
|
|
Other Resources for Book Authors & Publishers
|
|
|
Please Support Our Advertisers
|
|
|
|
|
|
Biggest Time Wasters for Salespeople
Copyright (c) 2006-2023 Dave Kahle
(See This Article in its Original Format.)
Good time management for salespeople has
been an obsession of mine for more than 30 years. In the last
decade, I've been involved in helping tens of thousands of sales
people improve their results through more effective use of their
time. Over the years, I've seen some regularly occurring patterns
develop - tendencies on the part of sales people to do things
that detract from their effective use of time.
Here are
the four most common time-wasters I've observed. See if any apply
to you or your salespeople.
- Allure of the
urgent/trivial.
Salespeople love to be busy and
active. We have visions of ourselves as people who can get things
done. No idol dreamers, we're out there making things happen!
A big portion of our sense of worth and our personal
identity is dependent on being busy. At some level in our self
image of our selves, being busy means that we really are
important. One of the worst things that can happen to us is to
have nothing to do, nowhere to go, and nothing going on. So, we
latch onto every task that comes our way, regardless of the
importance.
For example, one of our customers calls with
a back order problem. "Oh good!" we think, "Something to do! We
are needed! We can fix it!" So, we drop everything and spend two
hours expediting the backorder.
In retrospect, couldn't
some one in purchasing or customer service have done that? And
couldn't they have done it better than you? And didn't you just
allow something that was a little urgent but trivial prevent you
from making some sales calls? And wouldn't those potential sales
calls be a whole lot better use of your time?
Or, one of
our customers hands us a very involved "Request for Quote."
"Better schedule a half-day at the office," we think. "Need to
look up specifications, calculate prices, compile literature,
etc." We become immediately involved with this task, working on
this project for our customer. In retrospect, couldn't we have
given the project to an inside salesperson or customer service
rep to do the leg work? Couldn't we have just communicated the
guidelines to some one and then reviewed the finished proposal?
Once again, we succumbed to the lure of the present task.
That prevented us from making sales calls and siphoned our energy
away from the important to the seemingly urgent.
I could
go on for pages with examples, but you have the idea. We are so
enamored with being busy and feeling needed that we often grab at
any task that comes our way, regardless of how unimportant. And
each time we do that, we compromise our ability to invest our
sales times more effectively.
- The comfort of the
status quo.
A lot of salespeople have evolved to the
point where they have a comfortable routine. They make enough
money and they have established routines and habits that are
comfortable. They really don't want to expend the energy it takes
to do things in a better way, or to become more successful or
effective.
This can be good. Some of the habits and
routines that we follow work well for us.
However, our
rapidly changing world constantly demands new methods,
techniques, habits and routines. Just because something has been
effective for a few years doesn't mean that it continues to be
so. This problem develops when salespeople are so content with
the way things are, they have not changed anything in years.
If you haven't changed or challenged some habit or
routine in the last few years, chances are you are not as
effective as you could be.
For example, you could still
be writing phone messages down on little slips of paper when
entering them into your contact manager would be more effective.
This is a simple example of a principle that can extend towards
the most important things that we do. Are we using the same
routines for organizing our work week, for determining who to
call on, for understanding our customers, for collecting
information, etc.? There is no practical end to the list.
Contentment with the status quo almost always means
salespeople who are not as effective as they could be.
My
book, 10
Secrets of Time Management for Salespeople, discusses the
use of the "more" mindset as an alternative to the status quo.
- Lack of trust in other people in the
organization.
Salespeople have a natural tendency to
work alone. After all, we spend most of the day by ourselves. We
decide where to go by ourselves, we decide what to do by
ourselves, and we are pretty much on our own all day long. It's
no wonder then, we just naturally want to do everything by
ourselves.
That's generally a positive personality trait
for a salesperson. Unfortunately, when it extends to those tasks
that could be done better by other people in our organization it
turns into a real negative.
Instead of soliciting aid
from others in the organization, and thereby making much better
use of our time, many salespeople insist on doing it themselves,
no matter how redundant and time-consuming the task is. The world
is full of salespeople who don't trust their own colleagues to
write an order, to source a product, to enter an order in the
system, to follow up on a back order, to deliver some sample or
literature, to research a quote, to deliver a proposal, etc.
Again, the list could go on and on.
The point is that
many of these tasks can be done better or cheaper by someone else
in the organization. The salespeople don't release the tasks to
them because they, the salespeople, don't trust them to do it.
Too bad. It's a tremendous waste of good selling time and talent.
Chapter 10 of my book "
href="http://www.davekahle.com/10secrets.htm">10 Secrets"
describes a system to nurture helpful relationships.
- Lack of tough-minded thoughtfulness.
Ultimately, time management begins with thoughtfulness.
That means a sufficient quantity of good quality thought-energy
invested in the process. I like to say that good time management
is a result of "thinking about it before you do it."
Good
time managers invest sufficiently in this process. They set aside
time each year to create annual goals, they invest planning time
every quarter and every month to create plans for those times,
they plan every week and every sales call. Poor sales time
managers don't dedicate sufficient time to the "thinking about
it" phase of their job.
Not only do good sales time
managers invest a sufficient quantity of time, but they also are
disciplined and tough-minded about how they think. They ask
themselves good questions, and answer them with as much
objectivity as they can muster.
- "What do I
really want to accomplish in this account?" - "Why aren't they
buying from me?" - "Who is the key decision maker in this
account?" - "Am I spending too much time in this account, or
not enough in that one?" - "How can I change what I am doing in
order to become more effective?"
These are just
a few of the tough questions that good sales time managers
consider on a regular basis. They don't let allow their emotions
or personal comfort zones to dictate the plans. They go where it
is smart to go, do what it is smart to do. They do these things
because they have spent the quantity and quality of thought-time
necessary. Of course, there are hundreds of other time-
wasting habits. These four, however, are the most common. Correct
them, and you'll be well on your way to dramatically improved
results.
 Dave Kahle specializes in customized sales training and sales management training programs designed to increase sales by delivering practical, immediate solutions and creating measurable results. Dave's sales training seminars and sales consulting work has helped his clients increase their sales and improve their sales productivity. He speaks from real world experience, having been the number one salesperson in the country for two companies in two distinct industries. Dave has trained thousands of salespeople to be more successful in the Information Age economy. He's the author of over 500 sales management articles, a weekly sales training ezine, and six books, including the 10 Secrets of Time Management for Salespeople. He has a gift for creating powerful sales training events that get audiences thinking differently about sales.
You can learn more about Dave's sales training programs, online at http://www.davekahle.com/, or sign-up to get his free content-filled sales training ezine, at www.davekahle.com /mailinglist.htm. You can reach at 616-451-9377, by email at info@davekahle.com, or by mail at: The DaCo Corporation 3736 West River Drive, Comstock Park, MI 49321.
|
VOTE ON THIS ARTICLE
Needs Work >>
0 -
1 -
2 -
3 -
4 -
5
<< Excellent Article
Tell our authors what you think about their article.
|
Top-Level Category: Business Offline Articles
10 Most Recent Articles Written by Dave Kahle
Thinking About Sales: On Entertaining Your Customers
Written by: Dave Kahle |
Distributed: 2007-04-13 |
Word Count: 1178 |
Page Views: 3307
| Votes: 10 |
Rating: 2.20
How much time should I spend entertaining my customers? Good
question. The practice of entertaining customers is one of those
issues that needs to be rethought.
Characteristics Of A Successful Professional: A Propensity To Take Risks
Written by: Dave Kahle |
Distributed: 2007-03-20 |
Word Count: 708 |
Page Views: 5478
| Votes: 9 |
Rating: 2.00
What sets the exceptional professional apart from the average?
Regardless of what the profession, from sales to psychiatry, the
exceptional professionals share certain characteristics. Here's
one: The propensity to take risks.
Learning About Your Competition
Written by: Dave Kahle |
Distributed: 2007-01-08 |
Word Count: 1047 |
Page Views: 3377
| Votes: 16 |
Rating: 2.25
'I'm concerned about what my competition may be doing. I know I
should be aware of what they're doing, but I'm not sure how I
can find that out.' This is an issue that's growing in
importance.
Popcorn and Other Marketing Mistakes In a Changing Economy
Written by: Dave Kahle |
Distributed: 2006-08-09 |
Word Count: 1097 |
Page Views: 4913
| Votes: 7 |
Rating: 1.86
Ten years of competitive hell! That was the title on the seminar
brochure I received recently. The Information Age is certainly
one of the most turbulent times business people have ever seen.
How to Get 'Em to Do What You Want 'Em to
Written by: Dave Kahle |
Distributed: 2006-07-25 |
Word Count: 2248 |
Page Views: 3147
| Votes: 18 |
Rating: 2.56
That's probably the question I'm asked more than any other.
Frustrated distributor CEO's and sales managers express that
thought over and over, in one way or another. They're talking
about their salespeople, of course. They harbor a feeling that
some of their salespeople just aren't doing what they want them
to do, and they don't know what to do about it. If that thought
occasionally passes through your mind, read on.
The Ultimate Survival Skill for the Information Age
Written by: Dave Kahle |
Distributed: 2006-04-11 |
Word Count: 0 |
Page Views: 1692
| Votes: 2 |
Rating: 0.00
We're living in incredibly turbulent times. The well spring
of this uncertainty lies in one of the characteristics of
the newly-arrived Information Age.
Salespeople: Position Yourselves with Power
Written by: Dave Kahle |
Distributed: 2006-03-07 |
Word Count: 0 |
Page Views: 1692
| Votes: 2 |
Rating: 0.50
If we are going to be an effective, professional salesperson,
we ought to give thoughtful consideration to how we position
ourselves in the minds of our customers.
Frustrated With Your Company's Inability To Develop New Customers? Try A Sales Blitz.
Written by: Dave Kahle |
Distributed: 2006-02-02 |
Word Count: 0 |
Page Views: 2294
| Votes: 2 |
Rating: 0.50
'I can't seem to motivate the salespeople to call on prospects
and develop them into new customers.' There is a relatively
simple, fun and inexpensive way to remedy this situation. It's
called a sales blitz.
Myths of Sales Management: The Entrepreneurial Salesperson
Written by: Dave Kahle |
Distributed: 2006-01-05 |
Word Count: 0 |
Page Views: 1679
| Votes: 2 |
Rating: 0.50
I just had a phone conversation with a client who had a
familiar story to tell. He had built his business on the
model of an entrepreneurial sales force.
How Sharp is Your Sales Structure?
Written by: Dave Kahle |
Distributed: 2005-11-29 |
Word Count: 0 |
Page Views: 1764
| Votes: 2 |
Rating: 0.50
How can I get greater productivity out of my salespeople?
In one form or another, that's a question every owner and
sales manager ponders regularly.
All of Author's Articles on this site: Dave Kahle Articles
Most Recent "Business Offline" Articles
How To Build a Strong and Powerful Business During a Recession
Written by: Trey McMartin |
Distributed: 2011-11-10 |
Word Count: 987 |
Page Views: 6519
| Votes: 6 |
Rating: 0.83
During a recession, most business owners pull the reins on
advertising budgets, fearful of what tomorrow might bring...
Those who remain fearful have forgotten what made them the
success they are today... They have forgotten that they have
a God-given talent to overcome the incredible obstacles in
their paths.
SEO Lessons from Local Businesses
Written by: Trey McMartin |
Distributed: 2011-11-09 |
Word Count: 945 |
Page Views: 6621
| Votes: 5 |
Rating: 0.40
More than once in the six years that I have been providing
SEO services for websites, I have had the opportunity to
discuss with individual business owners their search engine
optimization needs. Now and again, I run across an
individual business owner who is quick to say that SEO is
absolutely worthless. When confronted with such an absolute
statement, I like to press for details. It has been my
experience that people who speak in negative absolutes will
have a horror story to share.
Where Will FDA Target Next? What IVD Manufacturers Should Know Before Their Next FDA Audit
Written by: Norm Howe |
Distributed: 2011-09-12 |
Word Count: 706 |
Page Views: 537
Medical device manufacturers are always interested in knowing
what FDA's next area of focus will be. Well, if you're an In
Vitro Diagnostic manufacturer you might review your measurement
systems.
Online Fax - 10 Reasons To Get An Online Fax Service
Written by: Titus Hoskins |
Distributed: 2011-09-12 |
Word Count: 560 |
Page Views: 542
Online faxing is the new more modern way to fax. If you or your
company is not using an online fax service, here are 10 good
reasons why you should get it.
Best Effort Essential for the Job Interview
Written by: Barbara Wulf MS, ACC, CPCC |
Distributed: 2011-07-30 |
Word Count: 676 |
Page Views: 632
Interviewing will determine if you are the right person for the
job. These tips will help you make the job interview a success.
Go Green With Your Career Search
Written by: Barbara Wulf MS, ACC, CPCC |
Distributed: 2011-07-28 |
Word Count: 636 |
Page Views: 5383
| Votes: 4 |
Rating: 0.50
Many of the qualities of green living, like recycling and
sustainability, can apply to a career search, even if the
career is not directly associated with green industries.
ReCareer in the Second-half of Life
Written by: Barbara Wulf MS, ACC, CPCC |
Distributed: 2011-07-26 |
Word Count: 525 |
Page Views: 5384
| Votes: 5 |
Rating: 1.20
Many of us worked the first half of our life to "fit" the
job description. ReCareering is about finding the right fit,
being selective, being creative, being fulfilled and being
intentional about how you spend your time.
Up in the Air
Written by: Barbara Wulf MS, ACC, CPCC |
Distributed: 2011-07-24 |
Word Count: 678 |
Page Views: 598
When looking for work or changing careers, go beyond researching
on the internet and reading articles. Find out how you can learn
from the art of listening and having a conversation.
Salon and Spa Owners: Which Monk Are You?
Written by: Dan Lok |
Distributed: 2011-07-05 |
Word Count: 477 |
Page Views: 6156
| Votes: 7 |
Rating: 1.00
Too many salon and spa owners are carrying around a lot
hurts, regrets, guilt, past failures and fears about the
future. But no one is forcing you to carry these emotional
rocks, so put that sack down!
The Single Most Profitable Day You Spend on Your Spa or Salon!
Written by: Dan Lok |
Distributed: 2011-06-30 |
Word Count: 470 |
Page Views: 6474
| Votes: 5 |
Rating: 0.20
Salon and spa owners need to combine their marketing plan
with marketing systems. A marketing calendar plans out
strategies for a year, and is instrumental to the success of
your spa or salon.
Most Viewed "Business Offline" Articles
How To Write A 300 Page Book In Four Months
Written by: Mark Silver |
Distributed: 2008-07-15 |
Word Count: 821 |
Page Views: 40065
| Votes: 8 |
Rating: 1.38
There's a lot of hoopla about becoming an author of your very
own business book. The promise of fame and fortune is very
alluring. Yet your book remains perpetually 'about to be'
written. Meanwhile your business has ground to a halt. Hmmm...
might there be a better way to get a book written?
The Best Marketing Book I've Ever Read (You'll Be Surprised)
Written by: Judy Murdoch |
Distributed: 2007-05-09 |
Word Count: 1522 |
Page Views: 37189
| Votes: 17 |
Rating: 3.18
From time to time someone asks me to recommend marketing books.
Here's one of my favorite marketing books that always surprises
people. Curious? Read on.
The Bizarre History Of The HOLLYWOOD Sign
Written by: Morris Timlen |
Distributed: 2008-11-05 |
Word Count: 1211 |
Page Views: 34759
| Votes: 30 |
Rating: 2.70
The most famous sign in the history of mankind is the one that
graces the side of the hill above Hollywood, California. As
famous a landmark as the Christ the Redeemer statue in Rio De
Janeiro, the Eiffel Tower in Paris France, the Great Pyramid of
Giza in Egypt, The Church of the Savior on Blood in Saint
Petersburg Russia, and the Statue Of Liberty in New York City,
the Hollywood sign is known around the world as the symbol of the
American movie industry.
What Does It Take To Be A Successful Salesman?
Written by: Casey Moher |
Distributed: 2008-08-05 |
Word Count: 930 |
Page Views: 27397
| Votes: 84 |
Rating: 3.17
In the course of my average workweek, I meet people who tell me
that they have no sales experience, and very literally, many
will tell me that they could not sell if their lives depended on
it. Do you fit into this mold? Do you seriously believe that you
can sell me on the idea that you cannot sell things?
The Future of the Office Photocopier Industry
Written by: Jennifer Robinson |
Distributed: 2010-07-29 |
Word Count: 635 |
Page Views: 15770
| Votes: 39 |
Rating: 2.00
Since Xerox first invented and sold the first commercial
photocopy machine companies and organisations have paid for
use of the machine on a cost per copy basis. This has
traditionally included full maintainance and toner supplied
under a service agreement. In-fact the office photocopier is
unique in the fact its one of the only pieces of equipment
that comes without a warranty from new. But photocopier
expert Online Connect UK claim all that is about to change.
Never Write A 'Thank You' Letter Again
Written by: Perry Maisin |
Distributed: 2008-08-12 |
Word Count: 971 |
Page Views: 14834
| Votes: 22 |
Rating: 2.09
When I was in graduate school, I had a friend who interviewed at
fortune 500 companies and succeeded at landing a great job. One
day, I saw him sitting in the student union with a stack of
cards. The cards said 'thank you'. He opened each card and
signed his name. The inside of the card was blank. I asked him
what he was doing and he told me that it was important to send a
'thank you' to every person you interviewed with. He believed
that that was the difference between getting the job and being
passed over.
Selecting Between a 401(k) And 403(b) For a Nonprofit
Written by: Daniel Lamaute |
Distributed: 2007-10-11 |
Word Count: 333 |
Page Views: 14496
| Votes: 22 |
Rating: 2.27
Newly released IRS regulations impose several new requirements
and fiduciary responsibilities on employers with 403(b) plans.
While the regulations generally don't take effect until January
1, 2009, there are some provisions that apply sooner.
Conducting Effective Career Aspiration Discussions with Employees
Written by: Andria L. Corso |
Distributed: 2010-03-10 |
Word Count: 690 |
Page Views: 13508
| Votes: 12 |
Rating: 1.33
Enhance your talent management and development programs
through conducting career aspiration discussions with your
employees. Find out where they want to grow their career to
determine if it matches your business needs. This will
enable you to differentiate your employee development to
grow the future leaders of your company.
Top Ten Personal Habits
Written by: Laurel Vespi |
Distributed: 2009-09-08 |
Word Count: 427 |
Page Views: 13205
| Votes: 12 |
Rating: 2.08
Successful people have a regular routine of daily or weekly
habits that reinforce the things that are most important to
them. By practicing a set of personal success habits, they
maintain a positive outlook, keep focused on their
priorities, have more energy, and a greater sense of
satisfaction with life.
Pitch A No-Hitter With Baseball-Themed Flower Gifts
Written by: Wesley Berry, AAF |
Distributed: 2007-12-25 |
Word Count: 413 |
Page Views: 11728
| Votes: 27 |
Rating: 1.74
Want to send a gift to the baseball fan in your life that's sure
to knock one out of the park? Send flowers with a baseball
theme! Everyone loves flowers and when you personalize them to
include the recipient's favorite hobbies, like baseball,
they're sure to make an even greater impression.
Highest Ranked "Business Offline" Articles
Equal Opportunity Pizza Ordering
Written by: Rudy Vener |
Distributed: 2007-10-19 |
Word Count: 629 |
Page Views: 5286
| Votes: 10 |
Rating: 3.60
With online ordering, your menu and restaurant suddenly become
accessible to both the deaf and blind customers in your
community.
Lone Wolf --- Lead Wolf: The Evolution of Leadership
Written by: Rick Johnson |
Distributed: 2006-07-20 |
Word Count: 1826 |
Page Views: 4360
| Votes: 19 |
Rating: 3.47
Family owned organizations, both small and large, with succession
issues, family preparation and second and third generation
leadership issues have been subjected to the evolution of
leadership. These organizations are often founded by an
aggressive, highly talented entrepreneur. Many of the principles
of leadership that helped build the success that the organization
enjoyed in the past is not the type of leadership that will
maintain that success through generations of ownership.
Get the Balance Right
Written by: Rich Thawley |
Distributed: 2009-01-28 |
Word Count: 638 |
Page Views: 3897
| Votes: 15 |
Rating: 3.33
Do you build your business around your family or your family
around your business? The choice is yours.
Delegate Or Die: 6 Steps For Business Growth
Written by: Rick Sloboda |
Distributed: 2007-05-08 |
Word Count: 366 |
Page Views: 3621
| Votes: 24 |
Rating: 3.29
To achieve business growth, you need to focus on your strengths
and hire others to take care of the rest. Unfortunately,
entrepreneurs often fail to employ this fundamental business
growth strategy. Here are six steps to help you delegate
successfully.
Whose Restaurant Can You Find Online?
Written by: Rudy Vener |
Distributed: 2007-07-09 |
Word Count: 640 |
Page Views: 4989
| Votes: 7 |
Rating: 3.29
What is so significant about Pizza Hut's latest TV commercial?
Why Businesses Need Receivable Factoring In Cash Flow Management
Written by: Toby Seibert |
Distributed: 2007-08-08 |
Word Count: 866 |
Page Views: 7187
| Votes: 7 |
Rating: 3.29
In today's business environment, many businesses need to
fine-tune the process of getting paid on invoices, in order to
improve their cash on hand. Improving cash flow can be an ongoing
challenge for businesses of all sizes, and it is an issue that
must be addressed to ensure the long-term viability of the
business.
Boost Retention And Referrals In Your Insurance Agency
Written by: Stephanie Cunningham |
Distributed: 2007-10-23 |
Word Count: 707 |
Page Views: 2580
| Votes: 7 |
Rating: 3.29
If you have ever stayed at a nice hotel, then you have probably
seen the hotel's Concierge. The role of the Concierge is to
assist guests with information and service to enhance their stay.
What would happen if you took the idea of the Concierge and
applied it to the way you service your agency clients?
Business School for Non-Business Minds: Got a NAICS Number?
Written by: Melissa Mashtonio |
Distributed: 2008-04-15 |
Word Count: 423 |
Page Views: 5102
| Votes: 7 |
Rating: 3.29
I’m a journalist. I spent a lot of my career in the news
business. As my career has progressed, I’ve spent time at small
and large companies, and I have sat through dozens of business
meetings wondering what the heck the “money” people are talking
about. They used acronyms as if they were a foreign language.
The Problem With Swiping Sales Copy
Written by: Scott Bywater |
Distributed: 2009-12-03 |
Word Count: 480 |
Page Views: 5039
| Votes: 7 |
Rating: 3.29
This is what people miss when they try to simply "swipe"
sales copy from another advertisement.
Why 'Closing' Is Not The Most Important Part Of Making A Sale
Written by: Scott Bywater |
Distributed: 2006-08-29 |
Word Count: 553 |
Page Views: 6254
| Votes: 31 |
Rating: 3.26
If you ever thought that 'closing' was the single most
important key to sales success, then pay close attention, because
what I'm about to share may surprise you. Let me explain:
|
|
|
|
|
|
|
Article Reprint Rights
|
This work is
licensed under a
Creative Commons
License
You are not required to show the creative commons license notice when you reprint this work.
|
|
Article Statistics
|
Word Count: 1269
Total Views: 4020
Article Rating: 2.08 of 5
Votes Cast: 12
More Articles By Author:
Articles On This Website
Last Distribution Date:
2006-05-31 12:00:00
Internal ID: #2903
|
|
|
Home