How to Close More Deals by Mapping Your Sales Process

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Most builders live by the rule “Measure twice. Cut once.” Sure, it takes more work on the front end, but it saves time, money, and frustration for the overall project. It wastes less material and gets better final results.

But most builders probably learned this rule the hard way. Early on, they skipped those extra measurements and ended up with something that didn’t line up. Then they had to backtrack until they found the wrongly measured piece. In the end, they learned the extra time measuring is well worth the investment.

Isn’t the same true in sales? Sales measurements aren’t taken in inches and feet — they’re taken through a sales process. If you can check measurements of success continually, you’ll be able to catch problems before they destroy your deals.

Here’s how a measured sales process keeps your sales team on track.

Why Sales Process Mapping Works

Any time you put a process in place, you have something to measure. And in sales, a routine sales process gives your salespeople a launching point for success. Sure, people do different things. Some salespeople approach a process with more creativity. Some clients need a more tailored approach to sales before they buy. But the groundwork of a sales process can be the same for everyone.

Related: A Sales Lead Management Process You Can Count On

The Basic Sales Process

A consistent sales process keeps your customers on the same track. Perhaps your sales process steps look something like this:

  1. Schedule an initial meeting
  2. Follow up after the meeting regarding any action items you discussed
  3. Give them a quote
  4. Make sure they received the quote
  5. Make contact regularly until they buy (every 30-60 days)

With sales process mapping, not only do beginning salespeople have a foundation for pursuing prospects, but these sales steps also help you troubleshoot three common problems.

Problem 1: Low-Performing Salesperson

If a salesperson isn’t meeting their goals, you have a starting point for identifying the problem. Look at their sales process. Are they scheduling enough initial meetings? Do they respond with quotes promptly? Do they make contact regularly after sending quotes? If they’re missing one of these steps, you’ve likely found the issue they need to work on in order to improve.

Without a process, it’s hard to identify the problems. Why isn’t this salesperson performing? When you have the same sales steps in place for everyone, you can identify low performers and pinpoint the problems.

Problem 2: Disappearing Prospects

A process also keeps your clients on a marketing path. Maybe a deal gets delayed or a prospect seems to disappear for a while. At one point, this prospect seemed interested, but something happened. They managed to fall out of the sales funnel either by choice or because a salesperson didn’t follow through.

But sales process steps help you pick up where they left off. If a prospect already received a quote, you can follow up on that quote rather than starting over when you resume contact.

Problem 3: Inconsistency

A sales process gives your clients consistency. And consistency builds trust. Your clients will come to realize everyone at your business is on the same page. They trust that you’ll be in contact regularly and know the next steps. And when they know they can count on you, they’re more likely to give you their business.

Setting Up the Sales Process

Paint broad strokes as you come up with the right process for your business. You don’t want to box people in. Instead, show them what general activities lead to sales. Then tie those activities to different steps, but leave room for salespeople to tailor their approach to the clients.

Then teach the process from the top down. Use top salespeople to outline the activities that led to their sales. After they have collectively outlined their sales process, they can teach it to others. If everyone follows that outline, each salesperson will be on the same page as they move clients through the funnel.

Make Sure It Works

You’re measuring the activities of your sales team along the way, but now it’s time for one extra measurement. Evaluate the sales process itself. Look at your sales process at least every six months to see what works and what doesn’t. You’ll start to notice trends like when people buy, where people fall off, and where individual salespeople succeed or struggle. Don’t isolate individual sales situations, but look at the whole sample. Then you’ll be able to make better decisions about what actions to take.

Sales is a marathon, not a sprint. It evolves over time. As the market changes, your sales process changes. So evaluate it regularly to make sure it matches up with the results you want.

As a manager, you’ll find a sales process makes it much easier to manage your team, replicate effectiveness, and scale your success.

The Most Successful Sales Teams Avoid These Time Management Mistakes

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As a salesperson, you have a say in how your day unfolds. But as you balance working in the office with prospecting and helping clients, are you really making the most of your time?

Below we’ve listed the most common time management mistakes that salespeople – and sales managers – make. If you want your sales team to run smoothly and effectively, avoid these mistakes and follow the steps listed for a more productive schedule.

The Biggest Time Management Mistakes That Sales Teams Make

Being busy doesn’t mean you’re effective. So look at how you spend your time and schedule your day to see if you’re maximizing your work hours.

Mistake #1: Spending Time on Software Updates and Data Entry

A salesperson’s day should be focused on talking to prospects. You have to work within the office hours of your potential clients. So spend your day making those connections. Other activities can be done other times. The CRM software can be updated anytime. It’s not bound to the 9-5 workday. So save it for a less valuable time of the day.

Mistake #2: Leaving the Schedule Open

Each night before you leave the office, figure out the best plan of action for the next day. If you don’t have a plan, you won’t accomplish as much. Make a schedule of when you’ll prospect and contact clients so you don’t spend your best hours figuring out what to do next.

Managers, help your team by setting clear goals for activity and creating a sample salesperson daily schedule. Then your salespeople have a model of how to structure their day to best use their time.

Follow These 3 Steps to Increase Your Sales Productivity

As you look to increase productivity every month, the key is knowing what works. So, after you set activity level goals for each individual and teach them to schedule their day, you need to check on what’s happening. It’s all about the plan, the reality, and looking for ways to improve.

1. Know the Plan

As a manager, I want to know how my salespeople schedule their day. I want to know who they plan to see and how they envision spending their time. For example, they’ll tell me, “These are the 10 people I’ll see today.”

2. Know What Actually Happened

Next, I need to know how the plan unfolds. What really happens? Do they see all 10 people? Maybe they only see 7 of 10 prospects on their list for the day. Now I can follow up.

3. Calculate the Difference and the Cost

What’s the difference between their plan and reality? In this case, they missed three of their planned contacts for the day. So I ask why. The salesperson says, “The expense report took up my time so I could only get to seven people.”

Now I know the expense report is costing us three visits. If we close 30% of our contacts, that expense report costs us $35K in potential earnings. If my salespeople have to do one expense report a month, it costs us $420K per year per salesperson. Sounds like I need to figure out how to eliminate the expense reports for my sales team. And with that amount of potential profit, I can afford to hire someone that handles expense reports for my team.

When you crunch the numbers and see the differentials, you’ll see what’s standing in the way of closing more sales. Don’t let the we’ve always done it this way mentality stand in your way. Instead, take an honest look at the numbers and eliminate the tasks that create unnecessary obstacles.

Time Management Tips for Sales Managers

Managers, with intentionality, you can teach each member of your team how to be a successful salesperson. Don’t leave it up for them to navigate on their own. Here’s how.

1. Figure Out What They Should and Shouldn’t Be Doing

What’s getting in their way of meeting prospects and closing sales? If you can eliminate unnecessary tasks, do it.

2. Find Solutions

Are expense reports getting in their way? Hire someone to handle those. Is CRM reporting taking up too much time? Find a CRM that automates activity reports. There are solutions out there for these time-consuming tasks — you just need to implement them.

3. Check Activity Levels

Work backwards with your numbers. How many average clients will they need to meet their sales goal? To close that many clients, how many people should they quote? In order to get that number of quotes, how many prospects should they see? How many prospects is that per day?

Then, if you can tell a salesperson exactly how many prospects they should see each day, you’ve taken out your guess work. With an automated CRM, you can hold them accountable to maintaining the activity level they need to meet their goals.

Time Management Tips for Salespeople

1. If It’s on Your Calendar, You HAVE to Do It

It’s easy to snooze a task for later. Don’t do it. Make your calendar sacred. If there’s a task on it, it’s not optional. If you get into a cycle of picking and choosing which tasks you’ll do, you’ll always avoid the most difficult (and maybe most lucrative) ones.

2. Focus on the Highest Payoff Activities

When you have the choice, pick the activities with the highest payoff. Sure, updating your data for the week is important, but what’s the payoff? Cold-calling prospects may be more taxing, but it holds the biggest potential return. So, when your list gets long, don’t start with the menial tasks that don’t make much difference. Instead, start with the ones that pay.

If you’re not using your flexible schedule to your advantage, it’s time to start. Choose activities that bring the most reward and delegate the tasks that don’t.

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

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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.

Salespeople: Avoid These Costly Social Networking Mistakes

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Staying off social media all day is tough. Checking your news feed is a habit that’s hard to kick. But we all know it impairs work productivity, so when we jump online to check in or check up on what’s going on in the social media world, we tell ourselves, “It’s for work.”

Social media potentially helps your sales game – if you use it correctly. But these five mistakes may be getting in your way.

1. Confusing Social Media With Lead Generation

Is your time investment in social media going to pay off? We often tell ourselves there’s a prospect out there we might find through our connections. But nine times out of ten, it’s not worth your time. In fact, the risk of being sucked into other feeds is far greater than the potential reward of finding a prospect.

So here’s the rule of thumb: only browse social media during situations you have no control over (like standing in line). But, if your industry can’t benefit from browsing social media, don’t get on it at all during your workday.

2. Lack of Strategy and Schedule for LinkedIn

LinkedIn provides you the opportunity for seeing who’s changed jobs and if new decision-makers have entered the scene. However, we often use it aimlessly. It’s easy to get lost in the posts of articles, updates, and advancements.

When you get on LinkedIn, set a goal and a time frame for browsing. LinkedIn’s primary benefit for salespeople is showing when a key prospect moves to a new business. So schedule a time to browse your feed to look for new decision-maker opportunities. Then only visit the site once a week to see if those connections have changed.

3. Wasting Time on People Who Have Nothing to Say

To make browsing simple, hide the people that aren’t beneficial to your network. If someone doesn’t add value to your organization, you don’t need to see their posts on your News Feed. Change these settings on both LinkedIn and Facebook.

Also, follow the right people. Some people use Facebook as a channel to whine and complain. Block them. You want to follow the people who contribute in beneficial ways, not those that drain you. It’ll make finding the right posts much easier.

4. Alienating Your Audience

As a salesperson, your income relies on making people happy and getting people to like you. So be careful about what you say. Don’t post about topics that offend your customer base.

Don’t post political opinions. You’re bound to offend someone if you endorse Trump or Hillary. You’re entitled to your opinions, but don’t advertise them at the expense of your sales career.

Don’t brag about your lifestyle. High-end salespeople bring in big bucks. If your client base doesn’t have a similar income, don’t post about your high-dollar purchases. Be aware of how clients perceive posts about vacationing in Tahiti, meeting celebrities, or buying a new car. With these types of posts, you no longer relate to your average-earning client, and they may even grow to resent you.

Don’t complain. People get frustrated with online whiners. In fact, I just told you to block them. So don’t be someone others dread hearing from.

Instead, use Facebook to post pictures that make you a “real” person. Pictures of family time, for example, are something people identify with. Also, stay positive and post content that adds value to your followers.

Use LinkedIn to remind your audience what you sell and what you do. Your posts should always point back to your products and how those benefit your clients. Also remember that on LinkedIn your title is key. Think of it like your email signature and phrase it effectively.

If you want a more personal outlet online – for things like posting pictures from your nights out – use Snapchat or Instagram. Typically, buyers in professional organizations pay more attention to Facebook and LinkedIn.

5. Spending Too Much Time Browsing

The biggest problem with using social media isn’t the research you’re doing; it’s the distractions along the way. Media posts and story hooks are designed to grab your attention and draw you in. But no online story is going to get you a sale.

There’s undeniable benefit to using Facebook and LinkedIn to research your prospects. So schedule a time for it. Otherwise, steer clear from social media during the work day. You’re far better making prospecting calls than browsing meaningless content.

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How to Save 10+ Hours a Week on Manual Sales Reporting

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Hours a week? Sounds crazy, right? But your sales team spends countless hours each week just reporting what they did. We added up some real-time numbers to see how much time you can realistically save with automated reporting.

The Salesperson’s Time

On a typical day, a salesperson spends about 20 minutes manually entering reports. That’s 100 minutes per week per employee. Multiply that by 52 weeks a year, and you’ve got 86 hours (more than 2 weeks) each employee wastes typing in data.

Related: A Day in the Life of a Successful Salesperson

From the salesperson’s perspective, that’s time they could have used to make sales. Add a group meeting each afternoon where everyone shares their daily activity and you’ve just doubled the amount of time your sales team isn’t selling.

The Manager’s Time

What happens to that data? The sales manager compiles it into one spreadsheet to analyze daily activity. Even if the manager spends only 20 minutes a day working with the data, they’ve lost the same 2 weeks a year as the employees.

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Instead, managers could use this time to act on the actual data. They could be mentoring and motivating their sales team. Yet, they’re using part of each day to compile spreadsheets.

Yesterday’s or Today’s Data?

Automated data reporting saves actual time, but it also salvages days that started off wrong. Managers, when you’re working through manually reported data, you see yesterday’s information. If you notice a sales rep had an unproductive day, you can’t intervene to make that day better. It’s over. What if you saw their reports in real time?

Related: Time is Money: 4 Ways to Reduce Costs for Your Salespeople

When you get data as it happens, you can act on it immediately. Let’s say it’s 12:00 and I look at my team’s activity. If I see that one guy hasn’t done anything, I can call him and say, “Hey, let’s get back to work. Let’s see what you can get done in the last few hours today.” Maybe there’s something holding him back, or he just got demotivated by a tough prospect. As you see his data suffer, you have the chance to motivate him again.

With yesterday’s data, there’s nothing actionable you can do. But real-time data shows you when to step in so you can salvage the rest of the day.

The Solution

You save time and boost sales when you see activity in real time. Make the switch to a sales activity tracking program, like CallProof. It automatically tracks emails, calls, and meetings, usually without sales reps entering anything.

Automated sales reporting gives you and your team weeks back each year. In fact, if you have 10 sales people, making this change adds the equivalent of one extra sales person a day.

The bottom line: Manual sales reporting costs each manager and each sales person about 2 work weeks a year. And it reports old data.

It’s worth making the switch. Who wouldn’t want to save all that time?

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How to Manage Your Time When Your Schedule is Unpredictable

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Unpredictability is part of the beauty of sales. Rather than being cooped up behind a desk, you get to drive around town and meet a variety of people in the process. Each day is different because each day holds new interactions. It’s hard to get bored with a job when no two days look the same.

But what happens when that unpredictability turns into un-productivity?

Maybe you get a last minute request from management. Maybe a client has a problem they need solved. Maybe there’s an issue with paperwork you need to fix. Maybe heavy traffic just throws off your entire day. Once you get behind, it seems you’ll never catch up and finish the day you planned.

But you scheduled your day, right? How did it spiral out of control?

When Customers Start Managing Your Time

Even the best salespeople fall victim to the biggest time drain: Customers. You’ve been highly productive, booking appointments and selling each way you turn. In fact, you’ve sold so much that now you have a ton of customers who see you as their point person.

Related: 3 Ways Sales Reps Can Maximize Time Between Meetings

That means you get the calls fielding questions and troubleshooting. Now, instead of prospecting, you’re dealing with the customers you already have. You’ve become bogged down with the minutiae of servicing the product as opposed to selling the product.

Appointments are interrupted and your train of thought derailed. How do you get back on track with the sales pace you were keeping not so long ago?

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Tips for Reclaiming Your Unpredictable Schedule

There’s something to be said for managing the unpredictability each day holds. No two days look alike, but your day needs parameters.

Designate Your Time

Start by sectioning your day into tasks. For example, block off 9:00am-11:00am as your sales call time each day. You obviously won’t call the same people each morning, but now you have a set time for prospecting via phone calls. The more you can designate times of day for particular tasks, the more you control your use of time.

Delegate Your Tasks

Interruptions challenge your ability to maintain these time blocks. The solution? Delegate the challenges. If you spend a lot of time providing customer support, hire an administrative assistant to field those calls. Just set up a call-forwarding service to the assistant, particularly during hours you’ve set aside for something else. In doing so, you’ve taken away a distraction for your sales call time each morning without missing any sales opportunities.

Related: Time is Money: 4 Ways to Reduce Costs for Your Salespeople

If an assistant isn’t an option, choose a service that filters which calls come through to your phone. If you have prospects you’re waiting to hear from, use an app that will allow only those calls to come through. If you have particularly draining clients, set those calls to go directly to voicemail.

Monitor Your Time

If you’re managing a sales team, use the CallProof app to help your sales team monitor their time. You may notice these same patterns. If their sales numbers have dropped, maybe they’re spending a too much time on the phone with current clients. See how you can help them implement these strategies to delegate their roadblocks to selling.

Planning Your Day

Distractions are the biggest obstacle to a productive day. Decide when you want to to deal with what. Then use these ways to channel the distractions to the right person, or at least the right time frame.

Whether you hire an assistant or just delay talking to high-maintenance clients until you have the head-space to deal with them, distractions will continue to come. You just have to learn how and when to handle them.

How do you manage the distractions in your day? Leave your best tips in the comments below.

4 Tasks Your Salespeople Hate (And How to Automate Them)

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Let’s be honest: If you’re a high performance sales person, you’re probably not going to do sales activity reports. You want to spend your time selling, not reporting about it. And if you haven’t been productive, you’ll probably just make up the info so you don’t look bad.

Managers, you expect your sales team to be out making sales, yet you can’t inspect that with a weekly sales report. And you know there’s not much you can do to help a low sales day after a week has already passed, so you often don’t even bother to read the reports.

All in all, the sales team submits bad data and the sales manager never even sees it. What a colossal waste of time!

This problem can poison the system, but there’s a simple fix. In fact, you can automate or outsource this sales task, along with three others, to make your company more effective, efficient, and enjoyable.

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The 4 Tasks Your Salespeople Hate Most

  1. Call Reports

Most companies ask for call reports, much like the ones described above. Basically, salespeople document who they called and visited in a spreadsheet at the end of each week.

If you, the sales manager, get a report documenting who your sales guy called last Tuesday, it does you no good. But a real time report changes the game. It gives you data that tells you when to intervene. Then, you can either encourage a change in behavior or better understand the circumstance.

Let’s say it’s Wednesday at 2:00 when you look in the system and notice someone has no recorded activity for the day. You now have information that prompts action. Give the salesperson a call and say, “Hey, just following up. How’s the day going?” Asking a leading question rather than accusing the salesperson with a comment like, “Why haven’t you called anyone today?” may allow you to uncover what’s happened.

Maybe he’s been dealing with a customer support issue all morning. Or maybe you figure out that his motivation has run dry and he needs to be re-inspired to go out and start selling. A tool like CallProof gives you the gift of real time reporting and you gain the power to change the situations as they happen. Meanwhile, you’re also eliminating those dreaded weekly spreadsheets.

2. Making Cold Calls

If you have a sales department making marketing calls, consider outsourcing this task. Your sales team most likely thrives in face-to-face interactions, so keep them in those situations. There’s a different charisma needed on the phone that is best left to a company that specializes in marketing calls.

Also, booking a meeting can take an extraordinary amount of persistence. Your average salesperson may follow up 3-4 times trying to make an appointment, but in reality it might take 20 calls. A professional outsource telemarketing company will keep at it because it’s in their pocket of strength. Outsourcing cold calls keeps your sales people in meetings with prospects, rather than just scheduling them.

3. Looking for Prospects to Call

Similarly, don’t make your salespeople use their time to look for prospects. Every person in your sales organization should have a list of potential clients. Just purchase a list from a site like InfoUSA.com or generate and constantly update a list of your own. If you rely on your sales team to find their own contacts, they’re wasting valuable time and likely to do a terrible job. Don’t make them look for their own data.

4. Writing Template Sales Emails

Not everyone is good at writing an email. Follow-ups, welcome emails, and newsletters should be left to a professional writer, not your sales team. After all, you don’t want a poorly crafted document to degrade the reputation you’re working to build.

If your company has a marketing position, this should be a part of that job. The marketing department’s goal is to stay in front of clients and prospects. They relay information about products and services to your customer base. You’re on the same team – act like it and use marketers and writers to your sales team’s advantage.

Your salespeople want to do just what their title implies: Sell! Take away the tasks that keep them from working to their full potential.

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.

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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.

 

Salespeople: Here Are 3 Ways To Save An Hour Per Day

salespeople time management

If you were to analyze a typical salesperson’s day, what would you see? Most likely, you’d find them filling out paperwork repeatedly, making conference calls, meeting at specific times (in inconvenient locations), providing customer support for current clients, creating a list of prospects to call, and, let’s not forget, making sales.

Sure, there’s value in some of these activities, but as a salesperson, are you really spending your time in the best ways possible? What if you could get some of the wasted time back?

Too often, large chunks of the day are consumed with low-value tasks. The biggest obstacle to recovering this time is reversing the old habits to form new ones. These 3 routines can make you more effective in less time.

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1. Eliminate Social Media Notifications.

Time Saved: 1+ hours

Turn off social media notifications on your computer and mobile device during the workday. What do those notifications do? They suck you into a world of unproductiveness. Every time that chime sounds, your attention breaks and your current task derails. Make your job easier and stay logged out during work hours.

2. Digitize Sales Info.

Time Saved: 1+ hours

Imagine a world without paperwork. It almost sounds too good one true, but an app like CallProof makes it possible. Just use your phone to capture data and record it without filling out paperwork or sales reports.

Other traditionally hard-copy processes have been simplified as well. Proposal software options ease the burden of submitting proposals. Online document signature services eliminate the need to fax documents back and forth.

The time saved with electronic documentation and automatic data input is well worth the time you invest to learn the new programs.

3. Prospect Based on Location.

Time Saved: 1+ hours

Think of all the time you spend in the car getting from one appointment to the next. Why not book your appointments based on location rather than spreading your meetings across town?

Be very intentional with the meetings you set. Then, after each meeting, use CallProof to identify nearby prospects and clients. Taking the opportunity to stop by while you’re already close builds your rapport with the client and saves you time in the long run.

For the Sales Managers

If you’re in charge, you can make a few additional decisions that benefit everyone. Scrap the end of the day meeting to save outside salespeople the drive back to the office. Also, do whatever you can to keep your hunters in the field and delegate their customer service issues to someone else.

Finally, give salespeople a list of prospects rather than having them create their own. Data is too cheap to not acquire it for them. Your sales team will thank you… as will your sales numbers.

We all want more time, not so we can add more to our plates, but so we can do a better job with the work we already have. What will you do with your extra hour?

3 Ways Sales Reps Can Maximize Time Between Meetings

time management for salespeople

After twenty five years of sales, I’ve noticed one thing: sales people do a terrible job of scheduling client meetings. They waste time scheduling back-to-back clients across town from each other or trying to get to meeting at peak traffic time, and lose valuable time in the process.

Selling is all about time management, and being in the right place at the right time is key. The salespeople who are on top every month are doing so much prospecting they accidentally fall into prospects laps. Learning how to maximize your time puts the odds in your favor for finding the right clients. Here are three ways to maximize your time between meetings and become a top salesperson in the process.

FreeEbook


1. Propose a Meeting Time

When you call a client, you should already have a time in mind to meet. This is a confidence issue as much as it is a scheduling one. If you give a customer a wide-open schedule, you are basically telling them you have no one else to meet with.

If I call a potential customer and say, “I’ve got this brand new widget I’d love for you to see. I’d like to come by your office and show it to you. When are you available?” I’ve asked, “When is the most convenient time for you?” I automatically imply that I, the salesperson, am unimportant. Nobody wants to see me.

Always have a time to propose. If I were to cold call you, knowing I was going to be near you on Tuesday at 2:00, I’m going to base our meeting time around that. Even if there is nothing else on your schedule, still pick a time. Don’t let the customer control your schedule.

If the customer perceives that you’re important and that people want to see you, your sell will be much more attractive to him. And confidence will inevitably follow.

2. Take Advantage of Your Surroundings

Know surrounding areas and where other potential clients are located. An effective salesperson finds opportunities that may be nearby to visit between meetings.

All too often, I’ve seen sales people get in their car, drive 30 ­minutes away, go visit one client, and get back in a car go back to the office. Why would you not take the time and energy to find two or three businesses where you could pop in and say hello to someone?

One of the most popular Callproof features is the ability to see your closest customer or prospect. This could potentially be someone on your call list that you’ve been unable to reach. A quick stop to say hi could easily be met with, “You know what? I’ve been meaning to call you back. I’m glad you’re here.” Again, the more clients you see, the more likely you are to be in the right place at the right time to make the sale.

3. Schedule Your Next Steps ASAP

Before you even leave to go to the next meeting, plan your next steps. Write your follow up e­mail between meetings. Connect with the prospect via Linkedin. Make personal notes or calendar events of future things you need to do.

It’s rare to walk out of a meeting without having made some kind of promise to the client. You likely said you’d call back later, send a proposal, find out some new information, or do some research. Make notes of these promises, and even act on them, while the information is fresh in your mind. The follow up system in Callproof allows you create those reminders, but your Google Calendar will work just as well.

Don’t Forget to Do This On Your Way Out the Door

When leaving an appointment, use the last minute to generate a new lead. As you walk out the door, ask the client if they know the office manager next door and if they could make an introduction. Even if your current sale doesn’t go through, you now have a future connection to a potential client.

Remember, the top salespeople are the ones doing so much prospecting, they accidentally find new clients. Maximizing your time between sales meetings is the best way to continually find new clients and become a top salesperson along the way.