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Publisher cannot accept responsibility for the correctness of an opinion expressed by contributing authors. WindshieldTime .......................................................................................p.14 © 2013 PDI. www.firstimpressionsmag.com : First Impressions : May 2013 : 3 Sales By Dave Kahle Clock Management The two most important decisions a salesperson makes t’s Tuesday morning, and you are about to visit That makes the decision as to how to invest one of your customers. Why are you here? That’s sales time one of the most important decisions that the question I have asked innumerable distribu- a salesperson makes. tor salespeople. Unfortunately, the answer too Specifically, the decision about investing sales Icommonly is, “Because it’s Tuesday morning.” time takes the form of these two questions, the two In other words, the salespeople who answered most important questions a salesperson asks, the in that way had not stopped to consider whether key to a salesperson’s effectiveness: or not this call was potentially worthwhile, and cer- • Who should I see? tainly had not entertained the notion that it might • What should I do? not be a worthwhile investment of their sales time. That is a shame. Those two decisions are not made once and They have squandered then assigned to a file. Rather, they are made every their most valuable re- day, multiple times in the course of that day. In the source – sales time – by long run, the salespeople who make those decisions abdicating their great- well will sell more, earn more, be more fulfilled, and est responsibility. have more fun than those who don’t make those de- cisions. Make the wrong decisions, and you find your The magic hour sales time squandered on prospects and customers “Sales time” is that por- who aren’t worth the time. Make the right decisions, tion of a salesperson’s and you find your sales time invested where it will work week wherein they bring you the greatest return on investment. are interacting with their customers and pros- Obstacles pects. It can be on the Why don’t all salespeople make these decisions effec- phone, over an interactive Webinar, or in person. tively? Here are three common obstacles. It’s the heart of the job, wherein the salesperson exercises all the skills, concepts, practices and tools Great relationships with customers he has acquired over the years. Sales time is when This is the crutch of the mediocre salesperson, and the salesperson expresses the essence of what it the rationale proposed to excuse all kinds of inef- means to be a professional salesperson. If it were fective sales behaviors. Here’s the way this works. A not for sales time, there would be no salespeople. salesperson, new in the territory, naturally gravitates Of all the tasks that a salesperson performs on to those customers who are “nice people,” those cus- the job, almost all are in preparation for, or in reac- tomers who are agreeable and amenable to spending tion to, sales time. All the results for which salespeo- time with the salesperson. Eventually, the salesper- ple are held accountable accrue as the result of what son spends more and more time with those people happens during sales time. Yet, sales time accounts who he/she perceives ‘like’ him. for only about 25 percent of the typical salesper- Instead of making strategic decisions about son’s work week. the best place to invest sales time, the salesperson 4 : May 2013 : First Impressions : www.firstimpressionsmag.com We are people protection.® sales Some allows his existing relationships to salesperson who is hindered by his salespeople are overwhelm his strategic responsibility. self image may just not be comfort- • What should I do? able calling on anyone other than the hindered from • Who should I see? machine operators. While this hesi- making effective tancy to call on decision-makers who The answer for the salesperson are older, more accomplished and decisions about who claims great relationships with more educated than the salesperson the investment his customers is too often “I’ll go see is the most common expression of of their sales those people who I think like me.” this obstacle, the opposite can also be true. This is the salesperson that has time by their Habits/routines such an inflated view of himself that own views of This is the hiding place of the sales- he won’t call on the operators, han- themselves. people who are too lazy or untrained dlers and end-users of the products to mindfully and thoughtfully answer he sells because he believes that to be the two questions. Over the years, they beneath him. develop habits and routines, and allow Regardless, this obstacle raises up them to overwhelm the responsibility to block the roadway of the salesper- for making good decisions. They simple son who knows it is more effective to don’t think about it. call on some other class of custom- • Is this the best way to organize er, but whose image of himself just my territory? doesn’t allow him to see himself as Dave Kahle is a consultant • Should I be seeing these people successful in those encounters. and trainer who helps this frequently? his clients increase their • Are there prospects out there A difference-maker sales and improve their upon whom I should be calling? In my three-plus decades of selling ex- sales productivity. Dave • Is my sales time most effectively perience and 20+ years of working with has trained thousands of invested this week? tens of thousands of salespeople, I have salespeople to be more found that few salespeople are ineffec- successful in the Informa- The salespeople that are ruled by tive because they are incompetent in tion Age economy. He is thoughtless routines have no answer conversation with a customer. Most are the author of over 500 for these questions, because they have far less effective than they could be be- articles, a weekly e-zine, never asked themselves the questions. cause they fail to make these two deci- and seven books. You Their sales time is squandered, the de- sions consistently well. can join Dave’s “Thinking cisions about it swept under the rug On the other hand, those handful About Sales Ezine” on-line and hidden from view. of salespeople who are the superstars at www.davekahle.com/ are often obsessed with the need to mailinglist.html. Self image make these decisions well. Some salespeople are hindered from Making these two decisions well, making effective decisions about the consistently, hour-by-hour, day-by-day, investment of their sales time by their year after year, is often the most impor- CLICK HERE own views of themselves. Where it tant difference between the accom- TO COMMENT may be far more effective to call on a plished, professional and productive ON THIS ARTICLE production engineer, for example, the salespeople, and those that are not. FI 6 : May 2013 : First Impressions : www.firstimpressionsmag.com 8 : May 2013 : First Impressions : www.firstimpressionsmag.com Mixing Business with Charity Sales reps do their part to involve dentists in charitable program. ot everyone can manage the cost of good dental treat- ment.

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