Why Most Sales People Are Stuck In REACTIVE Mode

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There is a two-step process that most sales people follow that immediately derails their day. Learn how to avoid this time management peril in this episode of the Sales Management Minute.

Watch your sales people as they arrive at the office today. Each one of them begins their sales day exactly the same way. First, they walk over to their desks lured by the flashing voicemail lights. Each message creates tasks for the day.

Following the voicemail check is the email review. As the sales people read each email, they scribe several more to-do’s. Their voicemail and email task list become the top priority of each day. Once those are completed, then the sales people are ready to begin their selling day, even if it’s now ten minutes to five.

Sales managers preach to their sales people about being proactive, but this morning routine derails the best of time management plans. While email and voicemail are valuable tools, checking them as a sales day kick-off routine is a surefire way to be stuck in a reactive mode. After all, sales is one of the few professions where you can work to exhaustion, and yet, be completely unproductive.

In First Things First, Dr. Stephen Covey uses the metaphor of big rocks … the things that absolutely must be done as a way to prioritize your day. When sales people lose the ability to manage their time, the first forgotten big rock is prospecting. No prospecting means no meetings. No meetings means no proposals. And, you won’t get sales if you aren’t generating proposals.

Want to stop the madness? Start your day by documenting that day’s plan. Then, and only then, do you check your email and voicemail messages. This subtle change in your routine will keep you focused on your “big rocks.”

Control your day or it will control you. See you next time on the Sales Management Minute.

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.