One issue we hear a lot about is time management. Salespeople don’t have enough time to do what they need to do. Sales Managers need to help their salespeople with this. Most importantly, we need to help them with sales cycle time management.
How do we help salespeople to reduce their sale cycle time? For instance, let’s say it takes a salesperson 240 days on average to close a deal. In those 240 days, the salesperson holds twelve meetings and writes five proposals.
What if, to close the deal, the salesperson could take 200 days, with nine meetings and three proposals? A reduction of 20% to 30% in each of those key elements will give the salesperson more time. That’s where Sales Managers need to help them. If they’ve got more time, they’re going to close more business. They’ll have more time to work on other deals.
When you hear “time management,” think sales cycle time. How do I as a Sales Manager help them to reduce that? How do I help them have fewer meetings and fewer proposals to get the same outcome? Focusing on this will have a big impact.
Watch Kevin Higgins, President, Fusion Learning share our point of view on how to reduce the number of meetings and proposals, while producing the same sales outcome, can have a big impact.