How To Be An Invaluable Sales Executive-00-6117

By Author: Dave Crenshaw
Total Articles: 4351
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One day I was giving a Time Gym Boot Camp to a seasoned and successful CEO. In the boot camp we help clients identify their most valuable activities, and hers was locating very large sales deals for her company.
At one point during the Boot Camp, we were clearing items out of her desk to reduce clutter. As we went through a particular desk drawer, she pulled out a business card and said, "I can't believe I misplaced this. This is a Disorganization costs you sales huge lead. It's worth several hundred thousand dollars to our company."
Very often I am asked if I can help sales executives who, generally speaking, are high on talent and low on productivity skills. Sales execs rarely realize how much they are losing in invaluable sales each day due to their personal disorganization. They typically do well with closing leads that are hot and immediate, but do poorly with leads that require more than one step of follow-up. Most lack 100% follow-through. Because of this, sales execs lose sales to those who are better organized and prepared to seize opportunities.
Here are three Invaluable tips for sales execs to improve ...
... follow through and make more money:
1. They must have a system for gathering leads and ideas. Sales execs need a solid gathering point, one place where all leads, ideas and business cards go. Many sales execs spread out leads and business cards all over the place. Because they have to look in so many different places to find contact information and paperwork, they lose valuable time and, very often, big sales.
2. They must have a system for processing. Sales execs must establish a pattern for regularly dealing with business cards, leads and ideas. They need a set place and a set time, daily or weekly, to go through the gathering point established in step one. Every item gathered during the previous week should be looked at and processed by the end of the current week.
3. They must have a calendar system that "pushes" them to take action. By push I mean the calendar must drive sales execs to take action in a timely manner. If they are using a paper calendar system and are not in the habit of referring to it regularly, then the calendar becomes a useless series of suggestions. For sales execs and others who are entrepreneurial and creative, I strongly recommend a phone-based calendaring system that buzzes at them or reminds them when it is time to make a transition to a different activity. This puts the responsibility of remembering into the hands of a "nearly" infallible computer instead of putting it into the hands of their almost always fallible mind.
While the cost of not following through is tremendous, the benefit of establishing these systems can yield thousands if not millions. Not only will sales execs increase sales, they will experience the calmness that comes from knowing they have 100% follow through

About the Author:

Dave Crenshaw's mission is to help you get more time. Dave has shown business leaders worldwide how to uncover hidden hours every day and increase their per-hour worth. Dave is a frequent radio guest on stations throughout North America and is the President of the National Association of Productivity Coaches. He is the author of, The Myth of Multitasking: How 'Doing It All' Gets Nothing Done, has been published in six languages and is a time management best seller. His next book, Invaluable: The Secret to Becoming Irreplaceable, will release in all major bookstores in May 2010. Dave is the foremost expert in helping you increase the value of your time in an ever-changing market and has helped thousands of clients worldwide.
So to gain more time and increase your value, click on www.InvaluableInc.com and claim your free videos.
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