Telemarketing Software Featured Article

Procrastination Is OK, Just Not in Sales

April 09, 2018
By Paula Bernier - Executive Editor, TMC

I am a task-oriented person. When I get an assignment or receive an email, I like to get started as soon as possible. I almost always meet or beat deadlines. In fact, some people rib me a little about how quickly I turn things around.

My husband is just the opposite. He gets things done, but not always as quickly. He used to play a game to see how late he could leave for the train station and still make the train. If there’s a photo on his computer when he sits down to pay the bills, he can spend hours looking at family photos before getting to work. And he tends to let his email and texts pile up. In fact, friends often rib us about my husband’s inattention to their digital communications.

But opposites attract. And what my husband sometimes lacks in timeliness, he makes up for by cooking wonderful meals, planning trips, and being a great father.

We all have our unique approaches to life and work. Such variation tends to make life more interesting.

But in some situations – like sales – time is of the essence. So people need to jump on leads as soon as possible.

Sales people can do that by more effectively setting their schedules and using their time, leveraging sales lead tools to identify the most promising leads and focusing on them first, and employing technology to use existing content and templates to make customer and prospect communications faster and more consistent.

It’s important to be able to quickly reach customers and prospects at the right time, given that 57 percent of the buying process is typically complete by the time people are willing to engage with a live salesperson. That means buyers are more informed than in the past, and that – as well as the rise of new marketing automation tools that are flooding sales people in a sea of leads – is resulting in a massive transformation in the sales process that requires automation for faster response times.

Research indicates 65 percent of a salesperson's time is wasted on busywork because of ineffective sales software, however. And the average sales rep spends nearly 20 percent of his or her time creating and assembling presentation materials and completing administrative tasks, while spending just 23 of his or her time actively selling to new clients. New tools address that challenge as well.

Edited by Mandi Nowitz

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