The Average Salesperson Wastes 2 Hours a Day — Here’s Why

salesperson time management

We’ve all experienced decision fatigue — when we’ve made so many decisions we can’t make one more. But we’re exhausting ourselves on the wrong decisions, namely, figuring out who to call.

If we eliminate all those choices about who to call, we’ll be able to focus our thinking on more important tasks during the day. So how do you get that decision off your plate?

First, you need a central place to store your previous contacts. Most people don’t have an easy place to store their data. Some just try to remember it. Others use a notebook. But sometimes they forget to take thorough notes. And even when they don’t forget, they have to go through each page to decipher and sort information.

The choice of whom to call becomes clear when you can see a chronological list of whom you last contacted. Then you simply go in order. So what’s the best way to gather all that info?

Don’t Collect Data — Make the CRM Do It for You

Any worthwhile CRM collects data automatically. Don’t rely on people to enter it. Some people think they can remember it all, but they just can’t. Can you remember whom you met with three days ago? There’s little chance you’ll be able to recall the details. (And even if you do, why use your brainpower to remember something an app can remember for you? Channel that effort towards sales!)

Each company cares about two things: existing customers and prospects. And every person you contact is a potential customer. An automated system makes sure no prospect (or client) goes unnoticed.

After storing the contact info for each person you see, an app like CallProof sorts the data. With a click, you can see whom you need to contact. The app has done all the sorting and filing for you.

Moreover, you can set reminders about how frequently to call your customers. We all know that it’s harder to get a new client than an existing customer to buy. So make sure to contact existing customers as regularly as they buy from you.

Identify Hunters and Farmers

You can also maximize effectiveness by making sure your salespeople work to their strengths. On your team, you have hunters and farmers. Farmers build relationships and take care of existing customers. They handle accounts and keep customers happy.

Hunters find new customers and close deals. But then they move on. The key is identifying the different types of salespeople you have. When you find hunters, keep them hunting! Once they close a deal, hand off the account to someone who will cultivate the relationship. Then you keep your hunters free to sell.

There’s a real danger to your profitability if you force your hunters to be customer service reps. Strong hunters grow your business. So eliminate anything that slows them down. You don’t want them bogged down by paperwork or dealing with customer service issues. Instead, keep them selling as much as possible.

3 Questions to Ask Your Salespeople About CRMs

Is it time for you to change CRMs? Your CRM should make everyone’s job easier — documenting data automatically, keeping salespeople on task, and preventing missed opportunities. If you think your CRM is lacking, ask your team these questions.

Does our CRM dis-incentivize you?

If each client requires manual documentation, you may be crippling your top salespeople. That means the more sales they close, the more updates and entries they’ll need to enter each week. Instead, automatic data entry logs their contacts without slowing them down.

Do you know how many calls you made yesterday?

When you do something repeatedly, it’s easy to lose count. You may think you called 40 clients yesterday when you actually talked to 20. If it’s not recorded automatically, these numbers are hard to track.

Have you every forgotten to follow up?

Let’s say I have a prospect I cold-called, met for an appointment, but forgot to follow up and document. Now, that sale goes away. So how many calls will it take to make up for that missed sale? Automatic entries and follow-up reminders keep prospects from falling through the cracks because of human error.

The right CRM eliminates wasted time — whether it’s time you spent deciding whom to call or logging a contact. A CRM like CallProof simplifies everyone’s job while making your business more successful.

7 Must-Have iPhone Apps For Salespeople

7 Must-Have iPhone Apps For Salespeople

Your iPhone: the one piece of technology you always have with you on the job.

No matter where life takes you, your iPhone lies within arms-reach. Why not equip this side-kick with a few more tools to make your job easier? Once you have these 7 apps, you won’t know how you worked without them.

FreeEbook

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Dropbox

Need easy access to your files? Dropbox ensures you have your files on the go. No matter where you are, you can quickly share documents with prospects and clients from this secure, easy to use folder. No need to worry about keeping up with flash drives and transferring files between systems now that you have this desktop and mobile-compatible system.

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CallProof

This all-in-one CRM helps keep track of your customers with both mapping and record keeping software. The mapping tools allow you to see your closest customers based on your location, easily “check in” to appointments , add new clients using Google Places Integration, and get directions from one appointment to the next. Additionally, it syncs with your email and Google Calendar, provides note taking options, advises you of customers who need follow-up, and loads your calls into the customer’s history. Customer relations just got much easier.

 

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LinkedIn

Ever spent your first 10 minutes at Starbucks asking everybody if their name is Bob? Avoid that completely by checking out your prospects’ profiles with the LinkedIn app. Read through their social data to better understand their role in the company and how you may be able to meet their needs with the product you offer.

 

 

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TurboScan

This app turns your phone into a scanner. If you ever need to quickly convert paper documents to PDF or images to send to prospects, TurboScan makes it easy to create multi-page PDF or JPEG files at the push of a button.

 

 

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TripIt

For the salesperson who travels, this app is a must. TripIt syncs with your email to give you all your travel arrangements (flights, car rentals, and reservations) in one easy-to-read itinerary. It also notifies you via email and push notifications if anything changes. It’s like having a personal assistant for travel.

 

 

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Evernote

This ultimate note taking app syncs across all your devices. It will allow you to take voice notes, photos, and text note. Then you can organize everything into notebooks and tags. Evernote also connects you with coworkers to share notes or chat without ever leaving the app. If you switch between devices, Evernote keeps you organized.

 

 

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Yesware Mobile

Yesware is longtime Gmail favorite, and now it’s come to the iPhone. With Yesware, you can track your emails to see if prospects have opened them, what device they used, and if they clicked on links or downloaded attachments. You can also create and insert templates for commonly used emails as well as set reminders and schedule emails to be sent automatically. These features and more contribute to an overall increase in productivity as you learn which efforts are reaping the best results.