Tips to Double Your Productivity and Active Selling Time


By Matt Heinz

Most sales teams – and sales professionals – waste an astounding amount of time. Some is due to lack of discipline; some is due to poor corporate policies, processes, and requirements.

At the Sales 2.0 Conference on May 2, I’ll discuss the most frequent and heinous culprits reducing the productivity of sales team, and will introduce numerous strategic and tactical best practices to increase selling productivity – without breaking the bank. Here’s a quick preview of some of the tips I’ll share.

Make your CRM available online: Contacts, accounts, and notes – the more of this is available anywhere, the more likely you have whatever data you need at your fingertips.

Use voice controls: Control CRM by voice? It’s possible. Check out Nuiku.

Organize your apps better: Which do you use most often? Which do you use in succession? Sort them more effectively on your phone and/or tablet so you spend less time fumbling and more time doing.

Use Dial2Do: For $2.49/month, leave yourselves a voicemail and it’ll translate that message into text and email it to you. Huge time saver – not to mention master capturer of far more ideas, tasks, etc.

Prepare in advance for your day: The night before, make your to-do list. Keep it handy so you can quickly switch to priority tasks when you have time between meetings. Do research on your next day’s meetings via LinkedIn, Charlie, and others. Do the math on where you need to be first, when, how long it’ll take you to get there, and when you need to leave your hotel, office, or home. Life savers.

Avoid distractions as best as possible: Your email will be there for you when you get back to the office. Voicemails, too. You’re on the road for a reason – focus there and get the job done.

Carry paper: Seriously, as awesome as note-capturing apps can be, sometimes what you really need is to write something down! Depending on the circumstance, writing a note on pen and paper may be better etiquette than pulling out your smartphone or tablet.

Capture and triage to-dos before day’s end: Don’t stop working until you’ve captured your next steps somewhere in a trusted system. Pull them out of your notes and brain before they get lost.

Set up Evercontact back at the office: It’ll automatically capture updated contact information from emails in your inbox, keeping your contact list up to date. That way, when you need that updated phone number on the road, it’s right there for you.

MattHeinzMatt Heinz is a prolific author and nationally-recognized, award-winning blogger, and president and founder of Heinz Marketing, with more than 15 years of marketing, business development, and sales experience in a variety of organizations and industries. He has helped organizations such as Amazon, Seagate, Morgan Stanley, The Bill & Melinda Gates Foundation, and many others create predictable, repeatable sales and marketing engines to fuel growth. Matt has repeatedly been named one of the Top 50 Most Influential People in Sales Lead Management and Top 50 Sales & Marketing Influencers. Hear him speak on May 2 in Boston at the Sales 2.0 Conference.

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