Last time in our Selling Like It’s 2014 and not 1994 series, we talked about getting personal…with your emails. This week, we’ll tackle timing. Doing your job well isn’t about working harder. It’s about working smarter. So, let’s work smarter by zeroing in on your best skill: selling.
Your time is an asset. It’s also your nemesis. As a friendly reminder: you only have 86,400 seconds in a day, here are four no-brainer ways to make all those seconds count.
1. Define Your Time
When you’re in sales, you’ve got a defined role and purpose within your company. Most often, your role aligns with the company’s goal: sell products that people want.
But how do you go about doing this day in and out? First off, define your role within a company. If you’re in inbound sales–focus on that and vice versa if you’re in outbound sales. If your speciality is crushing it with medium-sized sales teams–go after them and crush it. Whoever they are, be sure to identify them and target your audience with laser focus.
2. Build Your Arsenal
There’s a sea of sales tools out there–be sure to build that right arsenal of sales tools that’ll fit your needs. Use the best sales apps and tools that grow and improve your outreach strategy. If Salesforce is your preferred CRM platform, look for sales communications tools that integrate with the platform for optimal and seamless cross-functionality.
If you’re into social selling, refer to our own social selling stars here for guidance.
3. Reach Out At The Right Time
Remember strategic research? Stay on top of current happenings in order to reach out at the right time. You say it’s hard to focus your time and strategically research everyone in your pipeline? Yes, that’s true. However, it’s easy to follow @TechCrunch for all the latest Tech news, get LinkedIn alerts when key employees change their employment titles, and get in the cadence of writing simple and sweet emails that always provide context and benefits.
You’re already scrolling through updates on your social media newsfeeds, why not follow the top sales news magazines, sales thought leaders, and sales conferences?
4. You Can Say No
In the sales world, the one word you always want to hear is yes. When you hear that magic word–you feel like you’ve struck gold. Yes to your product. Yes to setting up a meeting. Yes to everything. However, sometimes, you have to say no.
Take control of your time. Chances are, as a salesperson, your manager measures your performance by results. Block off heads-down time and pump out those emails and pitches. It’s okay to be selfish with your time. It is, afterall–yours.
Want Another Sales Hack?
Selling is all about time management and knowing when to strike. Sometimes, it’s also about knowing how to use your machine, aherm, your computer. Be sure to consult our resident Computer-Keyboard-Time-Optimizer’s Dan Smith and Jenn Nguyen’s post on 7 Essential Shortcuts That Every Salesperson Should Know.