Another "bad" advice for a sales manager: working less, you earn more. Why can't you give 100% if you want to achieve maximum efficiency.
Let's continue our acquaintance with the "bad" tips that optimize the work of a sales manager and increase its effectiveness. In this part of the cycle, we will analyze a very controversial rule: it will appeal to managers themselves, but will be perceived with hostility by most managers.
Who said you have to work hard?
The boss or director demands constant concentration from subordinates. This is understandable: the main task of a leader is to achieve corporate goals. He dreams of increasing sales, an inexhaustible stream of new customers and corresponding bonuses for the success of ordinary employees.
The leader a priori follows the second of the "bad" advice - he works with someone else's hands. At the same time, he is interested in sales no less than the manager himself: plans are set in front of him in the same way and are required to be fulfilled. Is it any wonder that a leader makes you work every minute of your working day?
Work less, earn more
Constant involvement in the work process is ineffective, no matter how the director says. You have heard about the Pareto law, which has another, "digital" designation - the 20/80 law.
This law explains why you can't give 100%. Your initial efforts are producing impressive results, but the further you go, the less effective they are. Why work at 100% and get 100% "exhaust" when you can work out 20% and achieve an efficiency of 80%?
Someone may object: in the first case, the result is greater than in the second. This is not true: it is only larger in absolute terms. Imagine that in each of your work processes you gave 20%: here plus 80%, there plus 80% … As a result, the total result will make you pleasantly surprised.
In cold selling, this rule has explosive potential for efficiency gains. Instead of mindlessly ringing up potential customers from the database, do analytical work. Cut off the dysfunctional counterparties: all the "difficult" and inadequate ones, as well as those who have distinguished themselves by an unfair payment culture.
Find out the reasons that led to existing clients. When communicating with potential partners, focus on them. If the first couple of calls didn't bring you closer to a sale, put that customer aside. Don't waste your time.
In cold selling, the Pareto rule can be formulated as follows: do not work out on all 100% of your base. Focus your efforts on those 20% who are truly worth your work. Maximize your efficiency by working less!
