Technical Sales Engineers have a lot of responsibilities on their plate. From balancing your workload to prospecting and handling existing customers all while still trying to navigate your company’s internal processes.
With so much happening, it is likely that you end the day feeling like you didn’t accomplish anything. When it comes to sales, time is money. In this high-pressure industry, to stay ahead of the competition and earn more money, you have to be productive throughout the day and make the most of your time.
To be successful, you need a plan of action for each day.
How Should Technical Sales Reps Spend Their Time
In a recent study, only 28 percent of sales reps follow a structured time management system. That’s a lot of time being wasted and ultimately a lot of money being left on the table.
Organize your time so you never have a dull moment and know exactly what you should be doing every single minute of every single day.
With zero white space in your calendar, you have control of how your time is spent throughout the day.
Map Out Your Day
During business hours, from the time you start your day until the time you finish, have a plan of action. The goal is to work smarter, not harder.
In order to be successful, organize each aspect of your day based on priorities. You need to block off time to make calls, work on leads, send emails, prepare presentations, and respond to request for proposals.
By following a schedule, you can keep track of your day and use it as a tool for reflection to analyze where exactly your time is being spent.
Keep a Positive Attitude
To keep your energy high and your attitude positive, you need to be working. Don’t ever let yourself become bored and lose momentum.
A positive attitude makes it easier to get through the tasks that you don’t necessarily want to do, but you have to get done.
Realize Everybody Has the Same Amount of Time
Regardless of your skillset or experience, one thing that everyone has the same amount of is time. You and your competitors are equal when it comes to time.
What you do with the time that you have is what is going to make the difference between if you are good, great, or amazing.
If you lack certain skills, you can use your time to outwork people. Do what others are willing to do such as waking up early, staying up late, and going the extra mile.
Make time in your schedule to learn the secrets on how to close more deals and boost your sales performance with TSU’s lessons that you can put into action today, so you can see results tomorrow. Successful sales people have put these practices into play with great success, including us, you can too!
Be more effective in your scheduling by batching your meetings and appointments when you are traveling.
When you are going to one place, make a point to visit with more people while you are there. If you are going to Chicago for one meeting, then you need to try to book as many meetings as you can with other people in the Chicago area. This is important, don’t miss an opportunity that’s right up the street!
Pro Tip: If you have a CRM system, export your prospects and customers into a spreadsheet, and sort by address.
Then google search “my maps.”
Create your own map by uploading your contacts. My Maps puts a pin at every single location throughout the area.
Extend your trip by a day if necessary to increase your sales potential. Doing so keeps you from wasting time on trips for each individual.
Too many people make the mistake of going to one place for one meeting to visit with one customer, when you need to be planning on how many people you can see in that one area in the same amount of time.
How many more conversations can you have simply by extending your time in an area by 10 or 20 percent? Always visit more than one customer to increase your efficiency and pipeline progress.
Keep on Grinding It Out
When it comes to your time, persistence and consistency are key. You have to stay consistent with the way you are working through your schedule.
To reach the highest level of success, and rake in the big dollars you want, you must continue to do it every single day.
Don’t let your time manage you, be sure you’re managing your time instead. It’s going to be rough the first couple of days as you incorporate these productivity tips into your routine, but before long, it becomes muscle memory and standard everyday practice. Next thing you know, you’re running the numbers up!
With over 15 years of experience, we don’t just teach “theory.” We provide actionable lessons so you can see results tomorrow by providing you with all of the tools you need to not only significantly increase your personal income but become a top performer at any company. If you are ready to take your technical sales career to the next level or are eager to make a career change, then click here to take the next step towards success with Technical Sales University.