From "No Pay Time" to "Pay Time" - Practical Tips to Increase Selling Time for Your Reps-Slide Deck

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The biggest challenge in sales in 2019 is the lack of time. Sales representatives spend only 34% of their time actually selling, with the rest being taken up by data entry, meetings, research, and training. To create more selling time, it is important to reduce administrative tasks and make it easier for reps to access the resources they need. Centralized, mobile-friendly tools and a more efficient CRM platform can help achieve this.<br /><br />One strategy to increase sales effectiveness and efficiency is to differentiate between "pay time" and "no pay time." Pay time refers to activities that directly lead to sales, such as sales appointments, prospecting, follow-up emails, and meetings with existing customers. These should be done during regular working hours. On the other hand, no pay time includes tasks like proposals, quotes, research, expenses, admin work, internal meetings, and social media, which should be done outside of work hours.<br /><br />Being able to prioritize and focus on pay time activities is key. Successful sales professionals understand the difference between pay time and no pay time and strive to maximize their pay time during working hours.<br /><br />To achieve this, reps should identify their pay and no-pay time, track their time, and measure efficiency on a weekly basis. They should also develop plans to increase efficiency and aim for at least 90% pay time during working hours. Other tips to maximize pay time include keeping a journal of activities, focusing on goal time rather than clock time, and actively managing a "cookbook" of sales strategies.<br /><br />Establishing systems for prospecting and selling can further improve efficiency. By implementing these strategies and utilizing software tools, sales reps can become more efficient and effective in their sales efforts.

Keywords

sales challenge

time management

sales representatives

administrative tasks

resource accessibility

pay time

no pay time

efficiency measurement

sales strategies

software tools