Radio Sales Today

RAB Sales Tips

This can't possibly be...

In researching sales effectiveness, we've uncovered statistics that, depending on the study, the average salesperson spends only between 33% and 37% of their time selling. Shocking, and not in a good way.

Here's another startling statistic: 61.3% of sales reps report they have some time management system or tool. However, only 23% say they actually follow it. That means over 70% of sales reps do not use any Customer Relationship Management (CRM) tool or time management software.

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In his book, The Ultimate Sales Machine, author Chet Holmes says, "Building a sales machine is not going to be about doing 4,000 things; it's going to be about doing 12 things 4,000 times each." Holmes asserts that time management is the most crucial skill in successful selling. He offers six steps to excellent time management:

1. Touch it once — if you touch it, take action, don't revisit. Revisiting things you have already touched can waste 97 hours per year.

2. Make lists — Lists help you stay focused on high priorities.

3. Plan how much time it will take — Don't think about when you'll do each task yet, just determine how much time it will take.

4. Plan the day — Now that you have allocated the time for each task, plan specific time slots for everything.

5. Prioritize — Put the most important tasks first.

6. Throw it away — Studies show that 80% of all filed or stored information will never be referred to again. Physical clutter is a distraction and takes up mental space.

The evidence is clear: Great salespeople who actively manage their time spend almost 20% more time selling than a seller who reacts to daily activities.

You've heard the saying, "Time is money." Nowhere is this more true than our ability to manage our time effectively to prioritize more time in front of clients, helping them solve their problems. It's so essential that Holmes asserts that if you can't get time management right, you can't get anything right.

I'm going to double down on the six steps. How about you?

Happy Monday!

Jeff Schmidt is the SVP of Professional Development. You can reach him at You can all so connect with him on Twitter and LinkedIn.

Jeff Schmidt, RAB