What does a sales leader at a 1000 person company selling enterprise solutions to the Fortune 500 have in common with a startup sales leader trying to build a sales process from scratch? 24 hours.
Time is the greatest equalizer; everyone has exactly 24 hours everyday. It’s how effectively we use those 24 hours that separates us. The most successful people, both sales leaders and otherwise, structure those 24 hours in a way that allows them to make the most of each hour and have the biggest impact every single day.
When you’re a sales leader juggling multiple responsibilities from coaching your team to analyzing metrics and planning for the next quarter, it can seem like there is never enough time in the day. Here’s a quick primer on how to manage your time for maximum impact.
What is the most important activity that you are going to accomplish today that makes all others on your to-do list irrelevant? If you can only do one thing today, what will have the most impact? The Pareto principle states that 80% of effects come from 20% of causes. Your goal should be to find which of your tasks fit into that 20% and ensure that they are completed first.
As a sales leader, your responsibilities can fall into a few distinct buckets.
No matter how well you plan, there will be times where things get chaotic and you need to put out fires. A large deal is taking too long to close, so you need to get on the phone with the decision maker. Data isn’t being logged to your CRM correctly, so you need to diagnose the problem and fix it. Whatever the problem is, you need to control the chaos by scheduling time in your calendar to handle it and eliminating distractions until the issue is solved by:
Having a to-do list is definitely a necessity, but it doesn’t tell you when you will complete these tasks or how long they will take. A better approach is actually blocking time on your calendar for specific tasks. How much time per day do you want to spend on coaching, email, or administrative tasks? Block time on your calendar with a recurring event for each of these.
Coaching is one area where you can’t afford to cut corners, so you need to ensure that the time you spend coaching is as effective as possible.
Mix up the coaching and training activities you do instead of relying on one type. From role playing to call coaching and pipeline reviews, you have an arsenal of coaching tactics to use. Doing the same type of coaching gets repetitive and diminishes the value of each coaching session.
Identify the biggest opportunity to improve with each of your reps and then choose the appropriate type of coaching. Determine the most important thing that your rep needs to improve on that will have the most impact on their performance. Focus on that one thing until their performance improves. If a rep has problems turning calls into meetings, focus on reviewing their calls and identifying weak spots.
See what separates you from the world-class sales leaders and get the short-cut to becoming one.
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