If you would carry around a stopwatch for the next two weeks and time how much selling you actually do, then the result may surprise you. According to HubSpot (https://blog.hubspot.com/sales/sales-statistics) salespeople spend just one-third of their day actually talking to customers and prospects. They spend 21% of their day writing emails, 17% entering data, another 17% prospecting and researching leads, 12% going to internal meetings, and 12% scheduling calls.
Not all of the two third non-selling time are time stealers; There are important emails to respond to, you’ve got to update your CRM, internal meeting need to be attended and you also cannot go without planning and confirming your next week appointments.
However, do you realize the more time you are not in front of customers potentially you are reducing your chances of hitting your targets and earn less income?
Top salespeople are spending less time on emails, going to fewer internal meetings and have better habits of scheduling meetings so they kill two birds with one stone: fewer time stealers meaning more time in front of customers and more time to be optimally prepared for every meeting.
The latter is crucial to be successful in front of customers. 71% of B2B buyers complain that sales reps are not well prepared to engage with them. Being well prepared takes time. The good news is that buyers want you to provide them with relevant information. Something they do not know, an insight relevant to their business and helps them making better decisions.
You just got to find ways to reduce real-time stealers. It will make you more successful.
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