You can slice it six ways from Sunday, the best sales people are the ones who maximize and do most with their time. Success in sales is all about Execution – everything else being just talk, and given that all of us are allocated 24 hours at the stroke of midnight, what and how one choses to execute becomes a critical difference. Execution takes time, a non-renewable resource, finding ways to stretch and bend that time in your favour is critical; and doing that will usually involve cheating. Not cheating like when a company cheats a rep out commissions, or by deceit, but cheat as in:
“to elude or thwart by or as if by outwitting – “cheat death” (Merriam-Webster)
I would suggest the sales equivalent being time – “cheat time”
To begin with, top sellers spend much less time talking, and a great deal more time executing. That does not mean that they get everything right, but since they spend more time doing than, thinking, planning or talking, they are bound to get more things right. More importantly, they will have more mistakes to review and learn from. A big unspoken consequence to waiting for perfection before taking action is you are not making enough mistakes to learn from, and as the end of the month quarter or year draws near, we revert back to doing things they way we always have, the same way that leads to almost half of B2B reps missing quota.
In order to ensure that our clients get maximum bang for their training dollars, we put a great deal of focus and effort on adoption, changing people’s habits. No matter how great a sales methodology you introduce, if you don’t change the habits of the team you are working with, you will not change the way they sell. The book of the last trainer is clearly on display on the shelf of each rep, just absent from the way they execute, because their habits remain the same, they are just applied using a different story.
In this process, we work closely with teams over time, and have come to see specific things recur time and time again across different teams. One being how they value and deal with time, not just their own, but that of the buyer.
Using our Activity Calculator, each rep calculates approximately what percentage of their time they have to allocate to high value activities across a period of time, ideally a sales cycle, or if we have to a week or month. (I really prefer sales cycle, but many sales people don’t know how long their sales cycle is, their default answer is “Depends”) Once a rep makes a commitment to how much time they will allocate to critical sales activities, the challenge is to stick to it.
The best sellers cheat time by ensuring that they complete the most important high value activities. Their view is that the most important thing is attaining quota, so they cheat by ensuring those things that drive quota get done before and above all other things. The less successful sellers, cheat themselves by doing everything but what drives their quota. They find it more important to do things their customer support or product people can and are paid to do, eating up valuable time, eating away at their ability to win.
I understand the need to be customer focused, which is exactly why your company hired support teams better equipped to do that than you; they hired you to sell. So stop cheating yourself and your customer, yes, by stepping between them and the right resource you not only risk resolution, but risk losing customers as a result.
So if you’re gonna cheat, do it in a way that helps your customers, company, and you; go out and sell, don’t waste time on things that don’t lead to revenue.