We’ve been experiencing a major shift in selling and buying today. Most markets are full of unfulfilled new business areas. Do your reps even have the time to take advantage of these new prospecting opportunities? Most sales reps’ plates are already full preventing them from taking advantage of new areas or accounts to sell. Join me as I share ideas to help you reassess your sales rep’s selling efforts…and to discuss what they can be giving up so they can sell even more!
Hi, Jim Pancero, helping you become a stronger leader of your sales team. And one of the ways we can increase the strength and effectiveness of a team today is to really reassess where they're investing your time and what they're working on, both for you as a manager, as well as for your salespeople. The problem is we keep coming up with all these new ideas of additional things you could do that can increase your competitive advantage, increase your connectivity to customers, increase the value you bring to your clients. We keep adding stuff on, but isn't it amazing how we don't tend to take anything off. So you see sales reps and managers that are working 60 to 80 hour weeks just in a normal week, much less when there's a crisis that needs extra time. So as we're looking at the restart of business, that's happening now in this post COVID world, what are you doing to make sure that we really reassess what your people are working on, both for you as a manager, as well as for your sales reps?
And it really comes down to what are you going to be willing to give up? This is a time that we need to clean up and free up some time so we can take advantage of all these new opportunities. What are you willing to ignore? What could be stopped? What can you cancel? What can you reduce? What can you delegate? The idea is somehow we need to clear a space. We need to clear time so that we can now invest in all these new opportunities of prospecting for new business, new opportunities for creating more value for our customers, new opportunities of taking advantage of this new restart we have in business and maximizing our revenues. But we can't do that just by adding on new stuff. We've got to look at, what's the least important stuff that we can take away? That's nice to have but it's not critical to have. Because only when you first start to free up time, will you really have the time to do anything you want to do that can give you an edge and help you sell more.
Would love to know what you're doing with this. Would love to know how you're applying it. Thanks for checking out my podcast. I'm posting two new podcasts each week, all aimed at helping you and your team increase your selling competitive advantage. I hope you check them out.