Time management can be defined as the act of organizing and planning the division of time available to, during the work routine, carry out the necessary activities. This mission, when successfully carried out, increases the company’s productivity, which is reflected in the final delivery to the customer.
Time… ah, that article getting rarer lately. How many times have you said that you still haven’t done something for lack of him?
Or, did you wish that the day had a little more than 24 hours to be able to accomplish everything you need to do?
Whether in personal or professional life, time management is essential to achieve what we set out to achieve.
When we talk about sales, managing this “article” well becomes even more strategic for you and the company to achieve your goals.
With days as busy as we usually get, being smart right now is actually a matter of survival.
Therefore, today’s article proposes to help you in this task of getting everything you need done during your work routine.
Let’s talk better about what time management is, what are the benefits and how to apply it especially in the commercial area of companies.
Stay with us.
So what is time management?
Time management refers to the amount of time it takes to perform each task within the work environment.
We can also define as good practices to make the routine more agile, performing the necessary activities in a more fluid way.
It is something that, without a doubt, requires a lot of concentration and focus to be able to have a productive routine.
After all, a set of practices, techniques and also strategies need to be put into practice at this time to be really assertive in this mission.
Answer yourself: how many times have you started a working day without even knowing where to start?
Or, did you start an activity and had to interrupt it to start another that was more important?
Also: when completing a task, did you ever get that feeling that you could have done differently – even better?
This is precisely because, in general, we are not able to properly manage time to carry out all the activities of the day or the week.
And when we talk about a sales routine, in which you have to deal with different contacts and customer expectations, this remains true.
After all, a poorly done or postponed activity can mean the loss of an important sale.
Now, imagine this repeating itself day after day… how much money will the company not be losing?
That is why it is so important to understand how to manage time, understanding that this concerns:
- spending time in the right place and at the right time performing the necessary activities;
- prioritizing what is most important, fulfilling all obligations in the necessary time and quality;
- Perform tasks at work in a way that does not harm personal life.
The environment needs to contribute to time management
A study by Professor Gloria Mark, from the University of California at Irvine, talks about the “costs of interrupted work”.
In research, it has been proven that it takes a person around 20 minutes to refocus after they are interrupted.
Something obviously counterproductive and harmful for a company that needs to sell and reach its goals and objectives for the month.
Therefore, the organizational culture of organizations needs to contribute so that employees perform their activities well.
In the commercial sector, it is vital to have a place that is as quiet as possible and that has good tools – a computer that doesn’t crash, a sales system that is organized.
20 minutes… take that time and now think: how many calls could not have been made to leads?
How many emails were not sent to prospect customers? Prospect Qualifying Links?
Now, again: add up that time that repeats itself several times a day, a week, a month… ?
Well, you can understand why you can’t be productive when it comes to selling, right?
This may not be the only answer, but it is certainly an influencing factor and can no longer be overlooked.
The benefits of correct time management in companies
Time management, when done intelligently, is not only reflected in employee productivity.
Of course this is the starting point. But this is a chain reaction. One improvement leads to the other.
So, if in professional terms a person feels good, this can also be reflected in their personal life.
Therefore, managing time well brings, in general, gains such as:
- Less rework – with organization, you focus on the activity and do it in the best way possible, with attention to detail;
- More tasks done – by planning the day and the week it will be possible to do everything in the time and quality they need;
- Less stress – by managing your time you reduce the stress and frustration of having too much to do and not being able to handle the demand;
- More free time – by being productive in your workday you eliminate the need to go beyond time and can enjoy your free period in a quiet way;
- Less effort – you won’t need to do anything on a “hassle” basis, you’ll have planned the work and worked out the planning;
- More opportunities – if you can handle your business opportunities, you will have more free time to be able to pick up new ones;
- Less frustration – you’ll stop not dealing with your sales opportunities and losing business through simple lack of action: extremely frustrating;
- More commission – you will earn more sales commission by being able to close more deals, which will have other positive factors.
Manage to create value
You’ve already managed to identify that there are many advantages of making a correct time management when it comes to selling, right?
Strategically speaking, managers need to be aware of this every day.
After all, your potential customers are certainly talking to your competition too. In such tight markets, customer service makes all the difference.
So how do you think you’re going to get a sale if you don’t give the customer the attention they need?
If you don’t customize the delivery and show yourself there, available, to generate value and ensure that he is delighted with your product or service and your company?
How to manage time in the sales sector in companies? See 7 steps!
Sell more and better. Have efficient sales strategies to be able to delight potential customers.
To be able to handle all open opportunities in the pipeline, without letting any of them go cold.
This is the scenario that any sales manager pursues and desires for their team, isn’t it?
But, for that, it is necessary to make a time management that is intelligent, that prioritizes the main activities and that is, of course, focused on the customer.
So, we’ve separated a step by step into 7 steps so that time in the sales department is spent on what really matters.
1 – Have well-defined goals
What do people work for? Yes, ok, to sell more. But how much more? How long? In what way and for whom?
Working without defined goals in companies is like sailing adrift. You need to know where you want to go to understand if the path is being taken well.
So it’s time to be smart. Within the strategic business planning, where does the company want to reach the end of the year?
And for that, how much money is needed? If you know the values, then it will be clear how much you need to sell.
Break this down by month, week and by day and you have your goals. Now, yes, we can move forward.
2 – Understand the metrics the company has today
It’s important to say that you need to be realistic when setting goals to ensure you can hit them with the team you have.
Therefore, the next step is to fully understand the sales metrics you have in your business today.
Thinking about the pre-sales team: how many calls per day would it be ideal (and possible) for each SDR to make to qualify leads?
Now compare with what reality is today. Is your team doing a job within what you stipulated as correct?
Remember that there are other activities to be done such as sending emails, filling in important data.
And that, of course, nobody is a machine and works for hours on end without stopping.
Now, your salespeople: first of all, are they just focused on selling? Salesperson has to sell… this is correct sales management.
If they are doing other things besides selling, then we have a pretty clear problem there that needs to be fixed.
How many demonstrations do they do a day? Is this more, less or equal to the stipulated ideal number?
From there, you will know why time is not used well in the sales sector.
Your team may be doing less-than-expected work, or it may simply be overwhelmed – and then it’s time to increase it.
3 – Plan the activities routine
Now yes: time to plan. Since you already have the numbers of what ideally needs to be done, time to plan the routine.
From now on, you will be able to make a fair assessment of the performance of the people involved in the business process.
Plan what each salesperson and what each SDR have as mandatory tasks in their routine.
Of course, this will not always be fulfilled. There may be times when there aren’t as many leads to work with. But that is another matter to be addressed.
But, from the moment you have a minimum number of opportunities in the sales funnel, they need to be worked within the established terms.
4 – Eliminate distractions
The next step is focused on ensuring that what was planned for the routine is actually put into practice on a daily basis.
To help with time management, you can turn to the 5S methodology – which is focused on eliminating distractions.
The method helps you identify what your sales team is wasting important time on that could be used to contact customers.
In addition, it helps to focus intelligently on each activity to be done, making the work more assertive at all times.
5 – Use technology to be organized
Organization is fundamental when we talk about selling and managing time.
Therefore, companies increasingly need to understand that the digital transformation of processes is something inevitable.
Speaking of sales, using a CRM system will make all tasks much more efficient and also agile.
Through it, too, you can have a report and control over everything that each one of your team does.
And, thus, he is able to give feedback on how his work is going.
Ah! The use of technology even serves to distribute opportunities equally to each salesperson.
Through the so – called “round-robin” nobody will be overloaded and will be able to work calmly with their negotiations.
6 – Invest in constant training
Sales training is something that needs to be a recurrent practice in companies. The commercial process is a living organism and will never be 100% ready.
Companies need to always be aligned with their customers’ needs and also the way they relate to them.
And that changes constantly. Not conducting training can hinder your team’s productivity.
You may be reworked on many opportunities simply because you haven’t been able to deliver what customers need.
And then it’s a snowball. The delay of one will be reflected in others. And, more than that: it will leave your customer dissatisfied – something extremely counterproductive and bad for the company’s image.
7 – Constantly review what is being done
Again the need to analyze how your teams are working. Pay attention to your CRM indicators.
Set up a sales dashboard to see if your time is being used well.
Talk to your collaborators. Manage closely, present and immersed in the routine to be fair and strategic.
All these steps are essential to ensure productivity and, of course: a qualified delivery that guarantees the customer’s success with your solution.
So, how can we help you?
Enjoy and read two articles that will help you sell better and smarter.
The first talks about 13 habits to be successful in sales every day in your company.
The second addresses the need for correct sales planning in any type of business.