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The 215 Principle
“With only 215 Selling days in the year, a time-savings of only 2.5 minutes a day translates into 9 hrs - or one full day of added sales productivity.”
There are 365 Days in the year. No surprise there.
But Take away:
• 104 weekend days
• 15 Vacation and sick days
• 24 days for non-selling meetings, training and travel time
• 7 paid Holiday days
Searching the web for a contact name
The back-and-forth email and phone-tag when scheduling appointments and meetings.
Clicking back and forth between Microsoft Outlook and the CRM program
Un-defined or non-standardized sales processes.
Too much manual updating of Sales forecasts.
Prioritizing the to-do list.
Coordinating & scheduling meetings amongst several attendees.
Finding the right collateral.
Getting an answer to a question.
Putting together a customized presentation.
Mailing out documents (yes, through the post).
Following up with webinar attendees.
Following up with Trade-show visitors.
Planning a sales trip.
Identifying the right prospects to meet with on a sales trip.
Filling out Expense Reports.
Setting up a Conference call.
Setting up an online meeting
Finding recent news about the company
Not knowing when someone has opened up an e-mail
Staying up-to-date on your prospect’s announcements
Putting together customized e-mails
Finding a file on your computer
And... The list goes on
215 Killers - What are the little things that eat up your time when you could be selling?
That leaves only 215 days for reps to accomplish their daily tasks including; prospecting, call preparation, proposals, meetings, presentations, negotiations and closing deals. And it also includes updating forecasts, account planning, expense reporting, and a whole lot of other tasks that keep reps from talking with prospects.
The most important thing a Smart Selling Tool can do for reps, is to eliminate or reduce the amount of time it takes to do things - especially things that don’t directly result in revenue.
Just 1 hour saved every day puts an extra 26 days of selling time back in their pocket
The fastest path to increased sales productivity is to eliminate the time suckers - we call the 215 killers.
Reps can use the “found” time to be in front of prospects but they can also use it to be better prepared - and more effective- with the time they spend with them.
Look for solutions that have a positive impact on your sales team’s time. Anything that keeps a rep from being in front of customers is bad unless it’s offset by something that frees up an equal amount of time. If not, at least be certain that it will enable your rep to have a better outcome on the customer meetings they do have time for.