Getting a salesman to plan his time is regarded by many sales executives as the one of the major problem in sales management. Why is time management and planning so important for sales? The answer lies in today’s rising costs, in the midst of hot competition and the obvious decline in the face-to-face selling time.
Setting a time budget :
Setting a time budget is a task that requires joint effort by the management and the salesmen. The sales manager and his field managers are accountable for a salesman’s productivity, so they have the responsibility of ensuring that the salesmen manage their time well. At the same time, it is also the duty of the salesman must also plan his time wisely.
Since it is not possible for a salesman to be under constant supervision, he has to be independent and flexible. A sales person’s day is rarely ever routine, for instance, one customer may keep him waiting in the reception room longer than expected or may cancel the appointment after the salesman has arrived at his office, or spend a half hour airing complaints.
All time management does is, create a proper environment for the sales man to utilize his time well. It is designed to get him face-to-face with as many prospects and customers as possible. This does not mean he will work harder; but only that he will work smarter.
The ability to plan well is a big asset to any sales person and it is essential for a successful salesman to also be a good manager, in order to manage himself, his home, his job and a segment of a sales territory.
Controlling a time budget :
The first step in controlling a time budget is the periodic analysis of the call-reports and time charts. The salesman should get a copy of this analysis to help him improve time management skills. Call reports are to be routinely scanned and filed, too many call-reports, however don’t serve any real purpose.
The first thing a sales manager should teach his sales men about effective time management is the appropriate hours to make sales calls and whether a prospective customer should be dealt with over the phone or face to face. This basic knowledge could save a sales man a lot of time and resources.
Some companies use their marketing service staff to assist the regional and branch managers in directing salesmen to manage their time more efficiently. Some others grant clerical help in field offices to reduce the amount of paper work. Many firms provide audio-visual equipment to create more persuasive sales presentations to make the most of the precious three or four hours of face to face interviews with potential customers each day.
The amount of time a salesman delegates for travel and work depends on various factors such as the management’s knowledge of the sales territory, the present and prospective accounts, traffic conditions, etc. All of the salesman’s plans must be flexible because the workload and territorial boundaries may very from time to time. Managers cannot afford to work entirely at their desks, using control maps, it is important that they get into the territory, not only to make logical alterations but also to bolster the salesman’s morale and to make sure he values the plans that he is expected to follow.
The way in which a salesperson should plan his time is not too different from how people from other professions should manage theirs. It is only a matter of priority, since certain tasks are best accomplished within a particular time period than others. It is therefore essential that salesmen be sold on the need to plan well.
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As a job-seeker, you might have browsed the Internet or scanned the employment section of the local newspapers. If you have already applied for a number of jobs, you will be expecting a call for an interview. If you haven’t received a call for an interview yet, there is no cause for worry; you will get one soon.
Waiting to get a call for an interview is the most stressful part of job seeking for many people. Others feel nervous about the process of the interview. The best thing you can do if you are worried about attending an interview is to prepare for it.
1. Prepare a Set of Questions
Many job seekers will consider the idea of preparing a set of queries to ask a prospective employer a preposterous one. After all, you are attending an interview to answer questions; not ask any.
The truth is that any question you ask will lend an interactive quality to the interview; in other words, the interview “flows” better. Moreover, you will be eager to know certain things, and prospective employers don’t always volunteer information.
Prospective employers will also get a good opinion of you if you are enterprising enough to ask a few good questions. For example, asking about the potential for development in the company will give an impression of yourself as a responsible, enthusiastic person, eager to take initiative.
2. Type of Questions to Ask
You now know how beneficial it is to ask questions when you are attending a job interview; so, you many wonder exactly what type of questions you have to ask. It all depends on what you want to know.
Among the simplest questions you could ask is one related to this job profile. You will be eager to know as much as possible about the job you are trying to get. Naturally, you will be given an overall idea of the job, but you will still have many questions. For example, you might want to know about the peak hours of the day, whether there is a chance of the workload rising with time, and so on.
3. The Trickiest Question
Anyone will want to know how much they can earn in a particular company. However, not all employers appreciate the question; so, you have to be careful while you phrase it. While some employers welcome the question, others will get the wrong impression that you are interested only in the paycheck.
However, you have the right to know about the salary, and if nothing is mentioned about it during the interview, you may wish to find out about it. When you ask, frame your question wisely. Do not use the words “paycheck,” “money,” or even “pay.” The words “average salary” sounds more professional; so, make sure you use it. When you find out about the “average salary,” you can also put in a few questions about employee benefits such as vacations, perks, childcare, and insurance.
4. Other Interesting Questions
If you are interested in developing your career, you will have to question your prospective employer if there is a chance for promotion. If you want a raise not only in salary but also in position, you will have to gain employment in a company that promotes its employees on the basis of merit. This will also help you determine if the company can provide you long-term employment.
In addition, it will create the impression that you are interested in enhancing your career within that particular company. Most employers like it when prospective employees question them about advancements and promotions. It indicates that you are aiming at growth and success.
The above-mentioned list comprises only some of the questions you might want to ask a prospective employer. In order to impress your prospective employer, you will have to prepare some good questions in advance. Review your list a short time before you go in for your interview.
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Most business people are looking for “Business Analysis Tools” especially when starting out in a new venture. Accountants are crazy about all types of business analysis tools and are always recommending numerous different types of accounting methods, book keeping tools etc.
However despite the amount of different business analysis tools you may have or have had recommended to you, I still have to ask you how much do you know about selling? It is a fact that all businesses rely on sales of some sort. Most business sells big stuff and the skill set required for making major sales is totally different than making simple sales.
No amount of business analysis tools will save your business if you don’t make sales.
Yes you need business analysis tools for sales, you can buy great sales analysis software and most good accounting software will provide good sales analysis but there is NO substitute for an effective sales force, people who know the difference between making a major sale and a simple sale.
If you’ve had additional sales training such as SPIN selling , PSS, or been through a program that teaches “Feature Benefit sales techniques” or “Solution selling” that all the better. pharma. SO where do you start?Continue reading
Huthwaite conducts a range of workshops on SPIN selling , negotiating, coaching for sales managers, prospecting for buyers, telephone selling skills and winning against the competition. Telesales Training Jenny Cartwright offers a one …Continue reading
Here is a site that offers good communication skills material.
Sales Training Programs and Sales Courses That Strengthen Sales … – Effective sales courses from an advanced sales training program that turn an educational investment into profitable behavior go beyond basic training, and train for the individual and the future. Sales courses in sales training programs …Continue reading
When you are at an interview, you may not be aware of this but your interviewer is observing your body language, very carefully. Your body language says a lot about yourself, so you need to control negative body movements and encourage positive body movements and habits. Humans naturally send and receive nonverbal communication; they have been doing so since the beginning of time. When your girlfriend folds her arms but has a smile on her face, are you not wondering what she upset is about or clammed up for. At an interview, you never want your body language to contradict your words, this makes you appear like a liar. The first impression, or the first few minutes of your interview are the most lasting.
The Handshake: your hands should be clean and well manicured, and free of perspiration. You want to allow the interviewer to initiate the handshake, which should match the interviewer in firmness, do not give a firmer handshake than them. Smile at the interviewer and look them in the eyes. It should last between two to five seconds. When departing the interview, the handshake may last longer, smile and lean forward as you shake.
Here are a few things you will want to avoid at an interview:
Clasping your hands behind your head
Adjusting your tie constantly
Slouching in your chair
Pulling your collar away
Picking at your face or outfit
Tight smiles or tension in face
Little eye contact
Wrinkling your eyebrows
Rapidly nodding your head
Any nervous tics
Crossing your ankles – means withholding information
Crossing your legs away from the interviewer- toward is ok
Crossing one ankle over the other knee
Crossing your interviewers personal space
Avoid grinning idiotically
Gnawing on one’s lips absentmindedly
“Faking” a cough during a tough question
Folding or crossing your arms
Avoid compulsive jabbing the floor or desk with your foot
Loud, obnoxious laughter
If you are in a big sales team and sometimes get a little flack from your fellow salespeople then take heart at what Dale Carnegie had to say:
1. Remember that unjust criticism is often a disguised compliment.
2. Do the very best you can.
3. Analyse your own mistakes and criticise yourself.
4. Ask others for constructive criticism.
If you are making major sales in your own business or in a sales team the best thing to do is be your very best. If your company does not provide any form of sales training (most do product only training) make sure you do it yourself. Read all the books by Neil Rackham and practice what he preaches. Making major sales is a completely different skill from making simple sales and the more training you do the more skills you will aquire. That means in the end the more money you will make. Once you become a true professional salesperson the world is your oyster.Continue reading
My life changed way back in 1972 when my good friend Andrew Smith (APT) sent me on a Dale Carnegie course.
The course was over fourteen weeks one night per week and by half way through I changed my vocation and knew all I wanted to do was sell and work entirely for myself.
I have never forgotten the lessons learned on that course and this one is the most important.
If you want to get on in life you must get people to like you and here are the six ways:
1. Become genuinely interested in other people.
3. Remember that a person’s name is the sweetest and most important sound in any language.
4. Be a good listener. Encourage others to talk about themselves.
5. Talk in terms of the other persons interest.
6. Make the other person feel important and do it sincerely.
ALL of this is vitally important if you are making major sales. If you are involved in sales training or sales management you must impress these important aspects onto your sales staff or participants.
How many sales people do you know who really have these skills? It is not rocket science, and all of these skills are worth mastering.Continue reading
Do you use a “popular smartphone”?
I guess most salespeople do, however PLEASE do not let it ruin your chances of making major sales. There is a serious problem out there and it is very disturbing.
I was in Melbourne Australia a while back and I was having breakfast at a popular cafe at 7.30 am. Next to me at a big table was a sales team enjoying a breakfast meeting. There were around ten people including a sales manager leading the group.
He was trying to get started with what appeared to be a structured and well planned program. During this time his cellphone rang three times and in each case he answered it. This distracted the remaining group and after that third call a female salesperson got up and angrily made this point. “If that cellphone is not switched off now I am leaving this meeting”.
Naturally the sales manager was upset as the whole restaurant overheard, however is this not a valid argument?
What on earth would have happened before smartphones? Would these calls have taken place? I do not think so and it baffles me why a sales manager would turn his phone on at anytime when running a motivational meeting for staff.
In my opinion it degrades those staff and takes the whole focus off the meeting. The same thing applies and is equally important when in front of a customer. Real Estate sales people generally make a habit of it and it surely sends the message to the customer about who is the most important.
My tip of the day is to just think about the importance of this post.Continue reading