What is YOUR most precious resource? It’s probably not what you think it is. Listen to this episode of the Sales Management Minute to learn what YOUR most valuable resource is and how to maximize it.
When you saw the title of this episode, you probably thought I was going to talk about leads. Well, I’m not. Your most precious resource is your salespeople’s time.
I also highlighted the word your in the title to further make the point that salespeople aren’t misusing their time, but rather wasting a valuable corporate resource. Since your company pays the salespeople, you own those minutes as an investment made in producing revenue. Therefore, you have a responsibility to manage that investment.
Sales is one of those professions where you can be really busy, but completely unproductive. One of the biggest time wasters is chasing the wrong opportunities at the wrong time which happens when companies have not documented the profile of their ideal client.
This profile takes into account every detail from size, to the challenges being experienced, to how buying decisions are made. When this profile hasn’t been well-documented, salespeople chase suspects, not prospects. In other words, your sales investment is wasted.
Everyone gets the same number of hours in their day, but the most successful salespeople invest time wisely.
See you next time on the Sales Management Minute.
AUTHOR: LEE B. SALZ
Lee B. Salz is a leading sales management strategist specializing in helping companies build scalable, high-performance sales organizations through hiring the right salespeople, effectively onboarding them, and aligning their sales activities with business objectives through process, metrics and compensation. He is the Founder and CEO of Sales Architects, Business Expert Webinars and The Revenue Accelerator. Lee has authored several books including award-winning, best-seller “Hire Right, Higher Profits.” He is a results-driven sales management consultant and a passionate, dynamic speaker . Lee can be reached at lsalz@SalesArchitects.net or 763.416.4321.