Time Management


Forbes.com published an article about the daily habits of salespeople…and the results are staggering. According to their research, salespeople are spending 65% of their time on non-revenue-generating work, and 15% of that is spent on administrative tasks alone.

There’s no doubt that administrative tasks are the ultimate time sucks. More frustrating, though, is that administrative tasks are indisputably necessary. Business can’t – or won’t – go on without them. Imagine what would happen if you didn’t file expense reports, plan your travel or send your correspondence.

We’ve identified time management (and administrative tasks) may be keeping your sales productivity from growing, but how can you turn it around so that you’re focusing on the tasks that will generate revenue and boost you toward your goals?

If you can get some of those administrative tasks off your desk and give them to someone else, by all means, do so. Time that you’re not selling is time wasted and there are plenty of services out there to help you get back to the heart of selling. Whether you use a correspondence service like SendOutCards or file your expense reports using Concur, streamlining or offloading these tasks can save you valuable time and boost your productivity.

Updated Data
You’ve undoubtedly got reams of data at your fingertips, but are you using it to your full advantage? Review data reports and market metrics regularly in order to create more leads and rank the ones you’ve already got. Update your lists at least quarterly so that you are always keeping up with sales trends. Working with outdated information will only slow down your sales process.

Watch Your Time
Whether you use a kitchen timer on your desk or an app to help you track what you’ve been doing, it’s good to plan out your day by knowing exactly how much time you plan to spend on a certain task (for example, 30 minutes on writing than you notes) and moving onto the next time as soon as the buzzer goes off. Apps like Toggl.com and RescueTime.com can help you get started.

Set Goals
If you’re in sales, you know the importance of goals. But having a goal and tucking it in a drawer isn’t going to do the trick. You need to revisit your goals regularly, monitoring your success and fine-tuning its nuances. If you’re not moving forward, you’re moving backward.

Know Your Geography
When you book a meeting, look at other prospects and clients in the area and try to book appointments with them. Make one of your goals to spend less time in your car and more time with your clients.

The ESA Advantage

Executive Scheduling Associates is the ultimate time management tool. From never-out-of-date data to territory management, your dedicated scheduler can help you spend less time on non-revenue-generating work and more time learning about how you can help your clients.

What is your favorite time management tip? Tell us in the comments below.

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