Search
Advice » In the Workplace» Workplace Issues » Spend More Time in Front of Cus ...
Spend More Time in Front of Customers

Spend More Time in Front of Customers

Are You Part of a Sales Departments or a Sales Forces?

Most companies have sales departments. Fewer have sales forces. After talking to a general manager about an upcoming sales training seminar I was doing for her people, we uncovered the potential key to this problem.

"Carrie," I asked. "What would you like to see your salespeople doing more of? And what would you like your salespeople doing less of?"

"Chris, I've got some highly paid salespeople who have developed some extraordinary faxing skills. I want them to develop extraordinary selling skills," she said.

By walking around her office doing her managerial duties, she saw the problem firsthand. When you have six-figure salespeople lined up at the fax machine, something is wrong.

She knew that a $6-per-hour intern can fax price sheets and order forms for customers. Salespeople earn their money in the field talking to prospects about problems and proposing solutions to those problems.

Members of a sales department may have extraordinary faxing skills. But it's the members of a sales force that have extraordinary selling skills.

Today, it seems like email, voice mail, pagers and cell phones let us stay in constant communication. But they also keep us from getting in front of our customers.

One of the most important things you can measure for yourself is time spent selling. How many minutes did you spend in front of live prospects and customers this week? Don't count driving, waiting in the lobby or filling out call reports. Use a stopwatch and record how many minutes or hours you spend each day in front of the people who buy from you.

It's a reality check. You'll be astounded or terrified at the amount of time you do anything but sell. Once you have the baseline data, work to increase the time spent selling by 15 to 20 minutes a week.

Sales go up when time spent selling increases. Sure you're working long days, but are you spending enough time selling during the day to stay on your plan? Until you make this critical calculation for yourself, you may be leaving money on the table. That's because you aren't at the table long enough to get it.

Latest Jobs

Harrington Advisory Group
Posted: 11/28/2014
Phoenix, AZ, 85004
ASM Computer Consulting, Inc.
Posted: 11/28/2014
Cedar City, UT, 84720
The Plato Group
Posted: 11/28/2014
Miami, FL, 33131
A Match Recruiting
Posted: 11/28/2014
Waukesha, WI, 53186
Public Service Truck Renting, Inc.
Posted: 11/28/2014
Long Island City, NY, 11101

Want more personalized results?  Update Your Profile

 
 
 

Monster Communities

Teaching Community
Where teachers meet and learn.
ArtBistro
Create and connect.
Excelle
Networking for the career-minded woman.
Nursing Link
Where nurses call the shots.
More Monster Communities

Monster Partners

Scholarships
Scholarships, financial aid and more ways to pay for school.
Education.org
Find top campus and online degree programs.
Military.com
Military portal for the US Army, Navy, Air Force, Marine Corps and Coast Guard.
Financial Aid
Scholarships & financial aid.
Staffing for Government Jobs
Staffing and hiring solutions for federal government agency jobs.
More Monster Partners

Job Hunt Strategy

Six Ways to Make a Recruiter Hate You
If you want to blow your chances with recruiters -- and, by extension, with the companies they work for -- here are six perfect ways to do so.

Resumes & Cover Letters

Rev Up Your Resume to Relocate
Hoping to relocate? Get the ball rolling on landing the right job in the right location with these expert resume and cover letter tips.

Interviewing

100 Potential Interview Questions
Interview questions can run the gamut. You probably won't face all 100 of these, but you should still be prepared to answer at least some of them.

Salary & Benefits

10 Questions to Ask When Negotiating Salary
Most of us aren't natural negotiators, but asking these 10 questions during salary negotiations can help you get everything you deserve.

Employee Sourcing

Alt text
November Monster Employment Index Grows 13% Year-Over-Year, Tenth Consecutive Month of Positive Annual Growth.

For Seekers

Campus and Online Degrees
Advance your career and earn more with an online degree.
Free Salary Wizard
What are you worth? Find out and negotiate a better salary.
Research Careers
Get information on jobs and career paths to help guide your choices
Questions & Answers
Find answers to all your career related questions -- powered by Yahoo! Answers
Resume Distribution Service
Our distribution service puts your resume right in the hands of recruiters.
Resume Writing Services
Our experts will craft a keyword-rich resume that stands out in the crowd.
More Career Resources

For Employers

Career Ad Network
Target your job posting to more candidates on thousands of websites.
Hire Right Background Checks
Explore our background check packages to improve the quality of your hires.
Hiring Home Page
Find the best candidates for your business with Monster hiring solutions.
Job Postings
Find the right solution for your hiring needs. Starting at $99.
Power Resume Search
Monster's new search technology precisely matches people with your jobs.
Resource Center
Find staffing insights, labor trends, HR best practices and more.
Target Post
Connect with skilled, hourly and administrative candidates for only $99.

Social Media

Jobs on Twitter
Find jobs in your area and industry.
Monster Careers
Tune into our career advice and discussions tackling a wide range of topics and industries.
Monster Corporate & PR
Stay up-to-date on the latest news. Get the 'Who', 'What', 'When', and 'Why' on all things Monster related.
Monster Customer Service
Got a Monster question? We've got the answer. Whether you're a job seeker or employer, we can help you find the answers you need.
Monster for Employers
Find advice on hiring.
Follow Us
Check out our many pages and stay connected with the latest industry news, events, career advice and job openings.

Other Links

Monster Company Profiles
Explore companies and get information to guide your career decisions.
Compare Salaries
See how your pay stacks up to others in your field.
iPhone Application
Download the Monster app for iPhone and iPod touch.
Monster Job Seeker Blog
Monster Job Seeker Blog.
Monster Thinking Blog
Monster's Recruitment Trends Blog.
Jobs & Career Resources
Search Jobs:
For Employers: Post Jobs | Search Resumes | Advertise
About Monster | Work for Monster | Advertise with Us | AdChoices | Partner with Us | Investor Relations | Social Media
Terms of Use | Privacy Center | Accessibility Center | Help | Security | Contact Us | Sitemap | Mobile
©2014 Monster - All Rights Reserved U.S. Patents No. 5,832,497; 7,599,930 B1; 7,827,125 and 7,836,060 MWW - Looking for Monster Cable? - V: 2014.11.0.15-220
eTrustLogo