Experience has taught us that when managing multiple customers or prospects, it is easy to incur some strategic confusion unless you break your goals down into separate and distinct goals for each sale.
Robert B. Miller and Stephen E. Herman
Experience shows us that setting work priorities and time allocation is not synonymous. Although many people believe it, when they use the sales funnel they are convinced that they are different operations.
Individual goals generally begin with prospecting, continue with management, and end with closure.
Instead the answer to the question is in this order:
- Finalize contracts for closure. When a commercial director or head of sales supervises the management of your agents, if you start in this order, you will possibly be able to see those of this type.
- Calibrate the prospecting. You can usually get to those of this type, see some of them special and talk in general about the rest.
- Work on management objectives. When it comes to those of this type, almost always can only see one of very special, generally to help the agent to pass it to the "no outright".
Coaching, and also self- coaching, to apply this simple strategy of priorities is essential for time management to allow us to achieve better, more predictable, and most importantly, lasting results.
A few days ago a psychologist coach told me. "When I finished the workshop where we developed this experience a few months ago, I understood what I had been doing wrong for three years."
I asked him to explain himself and he said:
“Since I set up my office, I had assumed that the irregular frequency of the clientele was an inevitable part of my profession, as more veteran colleagues had explained to me. But after this experience I began to follow a new management system.
Every week I spend an entire morning exploring and attracting new clients.
It is the priority even if I have more work than I can do. Now I am in the incredible position of having to turn down a customer and for the past few months I haven't had a blank day. ”
This case is very frequent. Since exploration begins on the funnel, the only way to avoid an empty funnel is to make prospecting work a regular job. This is forgotten more than the closing priority which is more sensitive to creative tension.
Time allocation
Once you have established the priorities for the three types of work that your goals need, it is up to you to determine how much time each type of work needs and to assign it to it. This assignment is genuine and dynamic. It is different for each professional and also varies over time.
In the prototype of the example of Maria Carmen's thesis, she proposes:
- In prospecting 9 hours what is an assign. 30% of 30 hours / s
- In management 6 hours what is an assign. 20% of 30 hours / s
- In closing 15 hours which is an assign. 50% of 30 hours / s
Which as you can see is different from any of the m29 table of the mccm master:
