Business Time Management Techniques: Time management is a strategic factor in the organization of the sales force. However, many companies are struggling to maximize this variable. On average, your salespersons do not spend more than 35% of their time in direct contact with the customer.
A glass ceiling rather than paradoxical at a time, when digitization allows more flexibility and versatility. Making better use of the available commercial time means considering that the days of your salespeople are punctuated by numerous repetitive tasks of research and administration.
Business Time Management Techniques
below is the list of 6 Business Time Management techniques, which i think as an entrepreneurs should be in your mind.
- Promoting essential Information
CRMs are adapted to a highly structured approach to business management, but access to the right information should be facilitated. When preparing a customer visit, your sales representative tries to quickly get to know the main information: the order history, the customer’s accounting balance, etc. Start by providing a summary of this information available in one click. In the same way, encourage your salespersons to use the “object” systematically when entering a report, in order to find essential information more easily. For example, instead of writing “C / R – appointments” reflexes, focus on objects such as “Negotiated well / validated volumes / week 36 restart”.
- Indicators for responding to the Emergency
Customer assessment is not only intended for sales forecasting statistics, it must be an essential component of commercial time management. Since a prospect at the beginning of a pipe has neither the same value nor the same needs as a recurring customer, have a commercial critical indicator to identify priorities. You will then be better able to adapt your sales cycles or to qualify the urgency (or not) of a request.
- Model and automate … to better personalize
B2B salespeople receive an average of 600 emails a week and produce more than 300 seizures in the CRM. Faced with this permanent overload, it is important to have the right tools to model your quotes, prospecting forms, e-mail templates, etc. Modeling does not mean robotization. It’s a time saver to work the customer experience and focus on customizing your contact points, an essential differentiating asset.
- Streamline Reporting
As a sales manager, try to prioritize the information entered in the CRM with specific, less dense and time-consuming reports. If the information is entered in the right place, you can easily program the extraction of a statistical synthesis (business, volumes, specifications) and qualitative (level of relationship, quality of the interviews).
- Take back the Power over Information
Many salespeople feel overwhelmed by the amount of information and time spent investigating their prospects. In more than one company in two, they are the only source of information. This results in very artistic research on professional social networks and search engines. 72% of salespeople claim to find information on their prospects via LinkedIn. Focus the energy of your business watch on truly useful information. Do not hesitate to train your sales people to good social marketing practices so that they become more efficient in their research.
- Involve your Sales People
The best salespeople always do what others never have time to do … The search for time must be a collective process. Redefine with them a model of management and customer acquisition that leaves less room for emergency. Choose KPI’s that take into account a certain time capital, not to mention that they must first be accepted, even if they are less relevant at the beginning.
Ultimately, freeing up commercial time is an ongoing process that involves a lot of observation and a good deal of discipline. However, the benefit is often double for the companies that have achieved it: they see their turnover increase and improve the satisfaction of the teams by enhancing the commercial function.