Do You Know How Much Time to Spend on Each Sales Activity?

After a long career in sales, working with and for some highly successful professionals, Tibor Shanto , Principal of Renbor Sales Solutions Inc., finds it hard not to reach the conclusion that those who master sales really master two key things:

  • Being proactive rather than reactive
  • Taking control of activities and use of time

It can be argued that if you do not mange you activities within the time allotted, you cannot truly be proactive, because it is the luxury of time that allows you to be proactive; reactive behavior is a clear sign of someone who has run out of time to do things in a planned way, and is now trying to just get things done (in time?).

As a rep you should have a sense as to what percentage of your time you should spend with each activity.