It’s always about time, isn’t it? We have a choice on how we spend it. We can waste hours immersed in social media, sending emails, and surfing the Web.
Sounds like fun, but it’s not the way to excel in sales. More often than not, it’s a waste of time and has nothing to do with engaging our prospects and customers.
Sales leaders have always known that top sales reps engage in open, honest conversations with their clients. They make the time to build solid, long-lasting relationships, and they continue to expand their professional networks.
Now there’s proof.
How should your team spend their time?
“If salespeople have 15 hours available to spend with customers in a week, focusing that time on five accounts at three hours each, rather than 15 accounts at one hour each, is likely to lead to better outcomes.” This is what VoloMetrix CEO Ryan Fuller wrote in a recent Harvard Business Review article.