Time is money to everyone,especially to the salesperson. To get the best return for the time you invest in your territory and with your customers try the following. Analyze some data and set some goals to find answers to the following questions that matter.
A- Go over your last years sales. Figure out how much time was invested for the return you got from each customer. Did you visit them on a weekly, monthly or need to basis. Did you see customers in the same vicinity or closeness to that account when you were there?
B- Which accounts cheapened your time, and which made your time more productive?
C- Which of the smaller dollar accounts are worth keeping because you feel they will be growing their business and consequently increase yours in the future?
D- Drop what you determine to be unprofitable accounts.
E- Go after accounts whose potential unit size will pay for what your time is worth.
There is no panacea for increasing sales by using your time more effectively. You must find it out for yourself. Read and investigate different sources. Go over as much data as you can amass. You must know yourself, your company, your product and your area. Most importantly you must be able to analyze data to the best of your ability and interpret it correctly.
Sometimes the answers to your questions will not appear in black and white. They must be uncovered, sought after and interpreted.
Thank you
Joe D'Ambra
www.basicsofsales.com
Sales blogs offering sales tips
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