The actual time spent selling averages 11 per cent. I was shocked when I read this statistic.
“Salespeople spend 79 percent of their time doing things other than selling or prospecting. The actual time spent selling averages 11 per cent.” Source: Sales and Marketing Management
How many people today, regardless of profession, can use 11 per cent of their capacity and survive? Perhaps this explains the high mortality rate in the sale arena where we do battle every day. This number screams complacency to me. Actually, I might give complacency higher credit, maybe 20 percent.
Anyone who has worked in a sales environment knows the challenges one
faces in keeping the shoulder to the grindstone. Sales is a very tough
profession, especially a commissioned environment. You don’t produce
you don’t get paid. It is a black and white scorecard. You cannot bank
talk or laziness, and you certainly cannot buy groceries with either.
So how is it salespeople are spending only 11 per cent of their time on
the tasks critical to their success? Some will be quick to say the
remaining 79 per cent is taken up with administrative tasks, paper
work, chasing down orders, providing customer service, and the list
goes on and on. If you can hear yourself saying this, my suggestion is
for you to get in front of a mirror and look in it. Ask yourself, “Is
my workday appropriately filled with tasks that will provide the income
and recognition I seek?” My guess is if you look yourself in the eye,
the true answer is no. Time mysteriously is filled doing other “stuff”.
So what does this other stuff look like? Is it having a coffee with
other 11 per centers? Is it sneaking in that “last” game of free cell?
Is it worrying about what the sales quota is looking like for the
month? Is it comparing excuses for why the business isn’t there? If so,
then snap out of it.
Only you can control your actions. The first thing you need to do is to
get in the game mentally. Are you telling yourself you can be more
successful or are you wallowing in self-doubt? Do you believe in
yourself? Do you believe in your product? Do you believe in your
customers?
Have you created a plan, one that sets a goal with supporting
objectives that are measurable and realistic? Have you the discipline
to ensure you are doing the necessary activities that will ensure your
success? The prospecting, networking, relationship building that top
performing salespeople do consistently.
Have you identified where your time is going? If not, create a time log
for a week or two and keep track of what you are doing by the half hour
throughout the day. You might surprise yourself when you find the time
spent on selling and prospecting is only 11 per cent.
Once you have analysed the problem you are well on your way to finding
a solution. Imagine if you could increase your productivity two fold.
What impact would that have on your income? What if you could increase
four fold, and don’t think you can’t! When you begin to think success,
your actions will support you on the path to success.
Before discounting this article or the 11 per cent number, take a good
look at the top sales professionals in your company. What percentage of
their time is spent selling and prospecting? What are they doing
different from you? What can you learn from them? Where is their
mindset? Are they positive, optimistic and disciplined in how they
approach their day?
Make the effort to get a fix on where you are spending your time. Ask
yourself, “Is what I’m doing right now, the best use of my time?” Then
you need to be honest with yourself when you answer. Good luck and good
selling!
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