Does it feel like you just never have enough time for sales?
All salespeople are constantly pressed for time—and yet top performers manage their time in a way that enables them to spend more time on actually selling, and less time on everything else.
The most successful salespeople use strategic time management tips for sales that really do help them close more deals.
Just follow the same time management tips that superstar salespeople do, and you’ll be on your way to joining their ranks.
In this video, I’m going to show you 6 time management tips for sales to close more deals. Check it out:
Time Management Tips for Sales #1: Jealously guard your time.
Your time is your most valuable resource in sales. Still, most salespeople spend tons of time doing things that aren’t even leading to sales. They help out with operational issues; they spend time helping clients with problems that could easily be solved by someone else; they’re frivolous about how they spend their time.
On the other hand, top-performing reps jealously guard their time. They understand that their hourly rate is actually really high. This is one of the most important time management tips for sales: You’re worth a lot of money to your organization, and you’re worth a lot of money to your own earning capacity. So focus only on sales and jealously guard your time.
Time Management Tips for Sales #2: If it doesn’t make you money, don’t do it.
It’s time to start saying no—a lot. If something comes across your desk that won’t make you money, say no. Get very comfortable telling people no. Now, obviously, if you have a great prospect and you need to do something for them, then do it—because that does make you money. But everything else should get off your radar. If it’s an operational issue, pass it off. If it’s a customer issue that can be dealt with by someone else, pass it off. Only do things that actually make you money.
Again, there will always be some situations where a client needs your help and you must address it yourself in order to maintain and grow the relationship. But otherwise, be militant about how you spend your time. If it’s not sales-related, don’t do it. Only do sales-related tasks. Everything else—just say no.
Time Management Tips for Sales #3: Have a VA for the menial stuff.
One of the most effective time management tips for sales is shockingly simple: hire a virtual assistant (VA). A good VA can help you do anything that’s not sales-related. This includes conducting online research on prospects, and any other menial everyday tasks that you can easily outsource. Even if you’re a salesperson working at an organization, you can find a VA online who will do menial tasks for you at a very low rate. Simply Google for virtual assistants, and you’ll find a wealth of websites to connect you with potential VAs.
Make sure you have a consistent flow of tasks for your VA so they can perform work on a regular basis. Start with the easy stuff. Once you have them up and running, you can have them start to respond to more complex issues. This is an indispensable time management tip for sales that will help you focus all of your time on sales-related activity.
Time Management Tips for Sales #4: Disqualify the rabble.
This time management tip for sales is pretty controversial, but it’s so effective. You need to be quick to disqualify people that are not a fit—particularly, low-level prospects who we refer to as the rabble. Get away from them. They’re not worth your time. Only focus your time on solid prospects. Be willing to disqualify everyone else.
This doesn’t mean that you have to be a jerk to those low-level prospects. But you need to simply move on from them. Say something nice like, “Based on our conversation, I’m getting the sense that I’m probably not the best person to help you. I’d be willing to refer you to some people that I think would be a better fit, but I can tell you right now that this conversation is probably not going to be the best fit. Does that sound fair?” They’re going to say, “Of course. That’s totally fine. I’d really appreciate a referral to someone that you do think would be a good fit.” And then you move on.
Disqualify the rabble as quickly as possible. Only focus on those best opportunities. This is a time management tip for sales that will free up your time to focus on opportunities that actually matter.
Time Management Tips for Sales #5: Don’t give away proposals.
Far too many salespeople are constantly saying, “Would it be okay if I put together a proposal for you to show how we can help your business?” This is the kiss of death. Only give proposals to prospects who have earned a proposal.
Proposals take a lot of time and effort, and you only want to spend that time and effort on prospects that are actually worth it. So don’t give away proposals. Instead, make sure that your prospects earn that proposal. This means having a thorough discovery conversation before you give the proposal. And only give proposals to prospects that are actually qualified to receive it. This is a time management tip for sales that has the potential to totally transform the way you sell—for the better.
Time Management Tips for Sales #6: Go after “A-prospects” only.
A-prospects are your best prospects. You shouldn’t be going after anyone else. This doesn’t mean that you’re just cherry-picking whatever opportunities come in. If you get a solid opportunity, take it. But in terms of the opportunities that you’re really going after, make sure they’re the best ones. Top reps are exclusively focused on the best deals.
Only go after those absolute top opportunities, so that way you can free up your time and make sure you’re not wasting it on B- and C-prospects.
So, there you have it. Now you know 6 time management tips for sales to close more deals. Which of these ideas did you find most useful? Be sure to share your thoughts in the comments section to join the conversation.
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About the Author Marc Wayshak
Marc is is the best-selling author of three books on sales and leadership, including the highly acclaimed titles Game Plan Selling, The High-Velocity Sales Organization and his forthcoming book, Sales Conversations, Mastered.
Marc is a contributor to Inc, HubSpot, Fast Company, Entrepreneur Magazine, and Huffington Post Business. He also hosts a popular YouTube channel on sales strategy with over 103,000 subscribers.
Marc helps thousands of people his data-driven, science-based approach to selling that utilizes all the best tools available to sales organizations today.