Home   >  ZandaX Blogs   >  Business Blog   >  Sales Articles   > 
10 Errors to Avoid in Sales Part 2 – Not Actually Selling

10 Errors to Avoid in Sales Part 2 – Not Actually Selling

 
Being more effective in your sales career
Sales tends to generate additional activities which might prevent you from spending enough time actually selling. Learn how to find the balance and minimise the time lost on non-sales activities.
 
Article author: John B
      Written by John B
       (5-minute read)

How do I get the most from my time so that I can sell more?

The best natural salesperson that I have ever met is a personal trainer, Steve, in Cape Town, South Africa. I do not think that he would even see himself as a salesperson, but without realising it, that is all he does.

He is in great physical shape, and enters bodybuilding competitions every now and then just to stay motivated, and so his body basically sells his product. But it is his way with people that really makes me see him as a salesperson. He listens, and gives good advice, but does so in such an assertive, natural way that people cannot help but buy the food products, supplements and gym apparel that he suggests. He is not even making money from any of it, but people all buy what he suggests!

Now, the reason that I say he is the most natural salesperson is that it is manner. People listen to, and follow his advice. If he was in real sales, I am almost certain he would be an absolute star. But why am I only almost certain...?

Building rapport with people, and getting them to commit to what you are offering, is a very large part of sales. But I have seen other people almost as good as him at working with people struggle when it comes to a full time sales role. Why is that?

Successful Salesman

In many cases, these people have gone into sales because somebody has seen them in action, whether it be socially, or in some other job role, and told them that they would be great in sales. They then get themselves a sales job, and suddenly it is not as easy as people were saying it would be. The problem is more often than not, that although they can sell really well, they are not actually spending enough time selling. Things just keep getting in the way.
Most people think 'selling' is the same as 'talking'. But the most effective salespeople know that listening is the most important part of their job. – Roy Bartell

The single biggest focus that any person in a sales role should have is to maximise the time spent actually selling. Unfortunately, sales does seem to generate additional activities. There can be paperwork. There can be training that you need to provide to clients who have just bought your product. There can be reports, and giving feedback to management, and forecasting and on and on and on…

The key: find as many ways as possible to minimise the time lost on non-sales activities. I have worked at a company that had many salespeople. When I started there, they were responsible for everything related to their own sales. We first identified one sales lady that was so good, any time spent on admin was potential revenue lost. So we hired her an assistant. If she obtained commitment over the phone, the assistant prepared and sent out the paperwork. The extra revenue, and profit, more than made up for the admin lady's salary.

That taught the company a lesson, and while the other salespeople were not as good and could not justify the salary of an assistant on their own, we hired three admin staff to do all the paperwork for the balance of the sales team between them. Every single person was now on the phone to clients more, and closing more deals. They had not been slacking off or anything, just not using their time as well as they could have been.

A secondary benefit arose from this, though. While training the new admin people on what they needed to be doing, it provided an opportunity to re-evaluate processes, and actually cut out and remove some of what was no longer felt to be necessary. It then made the admin staff more effective and time-efficient, so they could do more admin, and even take over some other of the chores, like Customer Service calls. Even less for the sales staff to worry about.

So How do I Spend More Time Selling?

For those of you in sales, strive to do everything that you can to maximise the time you can spend selling. Is there something that you do not need to do, or do out of the core times when you can be reaching your clients? If you can, do that so that you can be on the phone when you need to. Are there quicker ways to get things done? Could you have a conference call or video conference, rather than drive an hour each way to meet with somebody in person, and lose two hours travel time?

Video Call

Think of what you can do yourself, and ask for help from other people who can give guidance on what else you can try. Sometimes people not familiar to your situation can come up with the best advice, as they are not sitting with the same blinkers on as you.

If you are in management, or are a supervisor, the way to best maximise your results is going to be ensuring that the staff are as productive as possible. This might mean improving people's sales abilities, but it might also mean providing the coaching and training that will allow them to use those skills more. Can you as a manager do anything to remove admin, or simplify procedures? Can you coach people privately to make them each more time efficient?

I think that I was a reasonably good salesperson personally, but I certainly improved when I was put through time management training and learnt how to batch my work. I was now using those skills with more clients! I had not intentionally been inefficient, I had just not been shown a better way. Other people might be the same, they may be working very hard, just not smart and efficient. Give them those skills that will allow them to actually be selling more, and then they can close more. We all know sales is a numbers game, so enable people to talk to as many people as possible, and you have more opportunities to win business. And if you do want to bring in support that can think outside your little box, bring in outside help that can provide people with those skills to use. Everybody will benefit of your salespeople are actually selling!

For more about spending time actively selling, have a look at the Duane Spark Action Selling books. Or if you'd like to see how ZandaX can help you, please visit the sales training section of our website

What do you think? Let us know what you think in the comments below.




Download our Free eBook:
10 Errors to Avoid in Sales

More Articles on Sales

6 Ways to Improve Your Sales
6 Ways to Improve Your Sales
John B
Author: John B
About the article
Summary
There is always room to improve as a salesperson, such as through Upselling. Sales Training has Basic Tips which can radically increase sales figures
[ close ]
9 Effective Sales Closing Techniques
9 Effective Sales Closing Techniques
John B
Author: John B
About the article
Summary
How to close a deal in sales! Here, we give you 9 sales closing techniques that will see you close more deals, and be a better salesperson.
[ close ]
10 Ways to Train Yourself to Be a Great Salesperson
10 Ways to Train Yourself to Be a Great Salesperson
John B
Author: John B
About the article
Summary
Unlike a common misconception, good salespeople can be made, as well as born, so see the 10 tips ZandaX recommends to drive your progress.
[ close ]
The 5 Best Tips on How to Prepare for a Sales Call
The 5 Best Tips on How to Prepare for a Sales Call
Ashley Andrews
Author: Ashley Andrews
About the article
Summary
Sales calls can be tricky; but they dont need to be. Having a consistent game plan for your sales calls can boost overall performance by as much as 50%. So, instead of winging your way to a no, here are five recommend ...
[ close ]
Why Do So Many People Fail In Sales?
Why Do So Many People Fail In Sales?
John B
Author: John B
About the article
Summary
A large number of people that attempt careers on the sales industry fail. This article looks at those reasons and how to succeed instead.
[ close ]
Why Driving the Numbers Will Increase Your Sales
Why Driving the Numbers Will Increase Your Sales
John B
Author: John B
About the article
Summary
Here are 7 specific types of figures that you should keep to help either improve your own or your team's sales. Add to your own KPIs for maximum effect.
[ close ]
10 Ways to Motivate A Flagging Sales Team
10 Ways to Motivate A Flagging Sales Team
Ashley Andrews
Author: Ashley Andrews
About the article
Summary
10 Great Tips on how to get your sales team remotivated and delivering the kind of performance that you would expect of them.
[ close ]
How to Sell in a B2B Environment
How to Sell in a B2B Environment
John B
Author: John B
About the article
Summary
There are real differences in selling to B2B (business) compared to B2C (consumers). This article looks at how to succeed in a business environment.
[ close ]
Can Animated Videos Help in Increasing The Sales of A Business?
Can Animated Videos Help in Increasing The Sales of A Business?
Ashley Andrews
Author: Ashley Andrews
About the article
Summary
[ close ]
How Innovative Are You As A Sales Person?
How Innovative Are You As A Sales Person?
Steve
Author: Steve
About the article
Summary
Are you an innovative salesperson and are creative at finding leads? Different approaches to finding leads will yield different results.
[ close ]
Are you negotiating without realising it?
Are you negotiating without realising it?
Steve
Author: Steve
About the article
Summary
Cutting costs is difficult, especially if a business wants more clients. Through effective negotiation, a considerable amount of money can be saved.
[ close ]
How to Get the Most Out of a Sales Team Through Effective Management
How to Get the Most Out of a Sales Team Through Effective Management
Steve
Author: Steve
About the article
Summary
Trained managers help businesses to get the most out of their sales team. There are many skills that managers should know which benefit their team
[ close ]
 

Write for us on the ZandaX blog

We're always looking for guest contributors to increase the variety and diversity of what we present.
Click to see how you can write for us:
 

The ZandaX Business Skills blog categories

Click a panel to visit the main category pages for the blog
Career Success
Career Success
Sales
Sales
[ This category ]
Marketing
Marketing
Presentation Skills & Public Speaking
Presentation Skills & Public Speaking
Customer Service
Customer Service
Microsoft Software
Microsoft Software

ZandaX Blog Contents

Want to see them all? Click to view a full list of articles in our blogs.

zandax online courses logo
"ZandaX courses are such great value, and with the help and support they give, there's no better option in the market"
ZandaX LinkedIn logo
ZandaX YouTube logo
ZandaX FaceBook logo
 
All content © ZandaX 2024