When I did my research for this article, trying to see what statistics are available about how sales professionals spend their time, I got some very useless information. Things like "24% of the salesperson’s time is spent on generating leads and researching accounts." How is that useful information? First, is 24% of my time working at this too much? What is the right amount of t … [Read more...] about Setting Priorities: How Do You Spend Your Selling Day?
Ed. In the Best of this week we’re re-publishing the fourth article in the 12-part Getting Sales Done series where we looked at David Allen’s popular Getting Things Done book and applied its principles to professional sales. There are five steps in David Allen’s Getting Things Done time management program. We’ve looked at the first two - Collect and Process - and fitted them qu … [Read more...] about Getting Sales Done #4 – The Sales Cycle
Chris Hamoen wrote about his favorite iPhone apps for business last week, and that got me to thinking about what apps I use, and what for. The what for was easy - productivity. With so much to do, so little time, how can we possibly keep track of it all? Without constant reminders, alarms and notifications, I would be lucky to get to work, let alone make it through the … [Read more...] about 5 Apps to Keep You Personally Productive
Ed. As you might have noticed, the “Getting Sales Done” series is slowly getting re-published in the “Best of” every Saturday. This week, we’re up to number 3 where we look at David Allen’s Process stage in Getting Things Done. The entire series is listed and linked at the end of the article. In the previous installment, we equated David Allen’s “Collect” to identifying your le … [Read more...] about Getting Sales Done #3 – The Sales Process
The Best of today brings back Number Two in the Getting Sales Done series. We look at David Allen’s time management step one, Collect/Capture, and discuss its relevance to sales. Not to time management in sales, but to opportunity management. Collect (or Capture) is the first stage in David Allen’s popular time management process, Getting Things Done. In this stage, Allen emp … [Read more...] about Getting Sales Done #2 – Collect: Gathering Opportunities