| What holds salespeople back from selling more? | | | | things that have little to do with achieving goals. |
| They don't spend enough time selling! | | | | Become a master of structuring activities for peak |
| Salespeople typically spend twenty-five to thirty-eight | | | | efficiency. |
| percent of their time devoted to selling and getting | | | | #2 - Start scheduling your top priorities first |
| orders. | | | | The concept of "fit" or knowing how to fill up a jar with |
| The rest of the time is spent juggling balls, dealing with | | | | rocks, pebbles and sand illustrate the importance of |
| mistakes, fixing problems, fulfilling orders, searching for | | | | doing the critical things first: |
| information, spending time in unproductive sales | | | | Start with a large jar. To fill the jar completely, put the |
| meetings, managing inventory, collecting data for | | | | big rocks in first. Next, add the pebbles and finally, fill |
| company CRM reports, and servicing accounts to | | | | the jar with sand. If you have a jar filled with rocks, |
| reduce customer costs. | | | | pebbles and sand, you have effectively filled in the |
| No wonder salespeople complain there's not enough | | | | space. |
| time to sell. | | | | However, if you empty the jar and fill it with the sand |
| Selling efforts must be organized for maximum | | | | first, you will not be able to put all the rocks and |
| performance; time is a limited resource. You may be | | | | pebbles back in the jar. |
| working to hard to get things done, but the sales job is | | | | Just like getting the big rocks in the jar, manage time |
| to work smart and make things happen. | | | | by scheduling priorities before you move on to less |
| Successful Selling Is About Productivity, Not Activity. | | | | important tasks. |
| Here's a simple two-step plan to help focus on what | | | | Don't lose track of what you're hired to do or what the |
| really matters; closing deals and making sales. | | | | sales job is. Salaries, commissions, advancement, |
| #1 - Stop creating a daily schedule of things to do | | | | added responsibility and security are based on your |
| Every action we take does not have equal impact on | | | | ability to perform. |
| achieving success or reaching goals. | | | | What separates average salespeople from top sales |
| If you don't use this principle to your advantage it's | | | | performers is focus. Get more efficient at doing what |
| likely to accelerate poor performance and eventually | | | | works and dumping what doesn't. |
| lead to failure. | | | | Don't try and do it all, just do the sales two-step. It's |
| Use time and organization as a selling asset. Without a | | | | only what you sell and the deals you create that get |
| sense of priority, time may be eaten up dealing with | | | | measured, applauded and rewarded. |