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Posted on Oct 28, 2006. Digg It . Del.icio.us It. 1 comment.

How many times have you checked your e-mail today? Do you look at each new message as soon as you see the notification, even if you suspect it’s nothing important? If you’re like most workers, you’ve probably checked your inbox dozens of times already.

How much time do you think you lose every day to checking your mail, re-reading messages, or looking for misplaced messages? That time could be better spent doing other things if you commit to developing a few new habits.

1. Set aside a time for e-mail

Set aside some time each day for e-mail. This might be twice a day if your e-mail isn’t terribly time-sensitive, or once an hour if you need to read and respond to what comes in quickly. The point is that you have time set aside for your inbox, which allows you to ignore it and get other work done during your non-inbox times. It may be hard to break the habit of reading your messages as soon as they come, but doing so will dramatically increase your productivity.Microsoft Outlook

2. Disable E-mail Notifications

Although the notices that pop up and notify you of new e-mail can be handy, they can also be terrible distractions. If you can’t resist reading that new message, disable your e-mail notifications. If you still can’t resist checking your mail, keep your mail program closed until your designated inbox time comes around again.

3. Use folders to Organize

You’ll need three folders to begin: “To Do,” “To Read” and “Keep”

Over time, you’ll develop your own system. You may want a separate folder for a particular client or department. You might want to store all project related emails in a certain folder. However, resist the urge to create dozens of folders right away. As you get used to your system, the best way of storing e-mail will develop over time.

The “To Do” folder is self-explanatory. Here you’ll keep e-mails that relate to something you need to do, such as client requests, notes from your supervisor, etc. When you’ve completed the task, you should either delete them or move them to the “Keep” folder.

Occasionally you’ll be sent material that doesn’t require any action on your part except reading. These belong in your “To Read” folder, but only if they take more than a few minutes. Again, if you can do it quickly without too much distraction, it’s best to handle the message and delete it. Only longer readings belong in this folder. Having all your reading material in one place also allows you to make good use of slow times during your day.

The “Keep” folder should be used sparingly, but there are messages that you’ll want to keep for a longer period of time. Store them here. Resist the urge to dump every read e-mail in this folder, however. Ask yourself first if you’d really miss this message if it were deleted. If not, delete it instead.

4. Empty the Inbox

Leaving dozens (or hundreds!) of messages in your inbox is a distraction, and it prevents you from finding what you really need. This may seem over-simplified, but you’d be surprised at how many people keep every message, even if they never needed it in the first place.

If the e-mail requires some action on your part, then evaluate if you want to do it now or later. In general, if it’s something short like a reply or marking a date on your calendar, then it’s better to do it now and delete the message. If the e-mail requires more than a few minutes of your attention, put it aside in your “To Do” folder so you can take care of it when it won’t distract you from your current task.

This is also a good time to add the task and deadline, if any, to whatever time management system you use. If nothing else, a daily check of your “To Do” folder is a good way to remind yourself of requests.

5. Deal with old messages

Even after you begin dealing with your current messages, you may have hundreds or even thousands of emails backlogged. You’ve read some of them but not all. A few have information you need to keep, but most can be deleted, but how to tell which is which? How can you deal with this mess?

Move all your old messages into a separate folder. As you have time, work through the messages a few at a time. Try alternating the way the messages are sorted (by date, sender, subject, etc.) This should help you pick out messages that can be deleted. For the few you need to keep, move them to your “Keep” folder.

Maintain the system

To summarize, check your inbox only at your scheduled times and empty it each time. Keep only the messages you really need to keep, and deal with each message only once if possible. If you can build these good e-mail habits, then you’ll not only eliminate the distraction of continually checking your mail, you’ll also find that the messages you have are easier to locate when needed. You’ll also find that an empty inbox has much the same effect on you as a clean desk; you’ll feel more energized and less overwhelmed by your daily work.

Listed in : Sales Technology

Posted on Oct 28, 2006. Digg It . Del.icio.us It. 0 comments.

Sometimes I see a sales guru in print suggesting a technique so unrealistic and outrageous I don’t even bother to get upset. I know most sane people would dismiss it.However, here’s one I’ve seen at least three times within the past month, each attributed to a different person, each time in a different publication or on-line source. I must address it.

The tip is always aimed at outside reps setting appointments by phone. These goofball “authorities” suggest when you’re having a difficult time reaching a buyer and getting screened, or they’re not returning calls . . . leave a message on voice mail saying,

“I’m having a difficult time reaching you. I would like to meet with you to show you what we can do for you. I’ll be in your area, and unless I hear from you otherwise, I’ll interpret that as a sign of interest, and I’ll stop by at 9:00 a.m. on Friday.”

You’ve got to be kiddin’ me! Heck, why stop with the appointment? Why not say,

“Since you haven’t returned my messages, I assume you want to buy from me. I’ll ship 30 cases right out to you unless I hear from you before Friday.”

How pompous. How idiotic. When I read nonsense like this, everything else the author says has no credibility with me, since I must assume he’s not speaking from experience.

Recommendation

So why does any salesperson not get calls returned, or get screened out? Simple. Their listeners do not perceive returning the call (or, putting the call through in the screener’s case) as worthwhile, containing anything of value to them.

Many sales people create errors of omission (not saying anything of value to persuade the listener otherwise, or being evasive with a screener) or commission (leaving messages that are salesperson-oriented and product-centered, which scream out, “I only care about selling something!”

As we’ve talked about so many times here, when attempting to reach a buyer be certain that you have a results-oriented statement that will pique curiosity. You don’t need to sell them; just get them curious enough to want to spend a little time with you by phone. You can and should use the same ideas you’d present in an opening statement.

For example,

“Mike, the reason I’m calling is that I understand you’re now considering upgrading your office network. Depending on how far you are in the process, I might have a few ways to streamline that upgrade as well as make sure you don’t overspend on hardware. I’d like to ask a few questions to determine if it would be worth our while to spend some time together. My number is . . .”

Trickery and outrageous tactics only contribute to the stereotype of the typical “salesperson.” Articulate the value you can potentially deliver, and you’ll earn the right to speak with more people who can and will buy from you.

About the Author

Art Sobczak, President of Business By Phone, is a highly respected author and trainer who specializes in one area only: providing business-to-business salespeople–both inside and outside–with the very best tools, tips and techniques they need in order to effectively use the phone to prospect, sell and service. To see what he can do for your business and sign up for FREE weekly TelE-Sales Tips, go to: http://www.BusinessByPhone.com

Listed in : Prospecting

Posted on Oct 17, 2006. Digg It . Del.icio.us It. 0 comments.

My company uses Salesforce.com as our Customer Relationship Management (CRM) tool.? I was going to write a positive?review on my experience with salesforce.com, however Sf.com does a much better job of showcasing their product. Instead of an article, I offer this link which contains analyst CRM reviews, CRM white papers and CRM case studies:

http://www.salesforce.com/products/analyst_research.jsp

I haven’t used Siebel’s on demand CRM but here is a link to their site:

http://www.crmondemand.com/

 If you have any feedback on CRM please leave a comment.

Posted on Oct 12, 2006. Digg It . Del.icio.us It. 0 comments.

I’m in the process of recruiting for two open territories. Below are a few of the questions that I’ll ask in an interview, in no particular order. The bullets are potential follow up questions.

What does a great day selling look like?

  • How many face to face calls, telephone calls happen in a great day?

How do you manage your day?

  • How do you prioritize?
  • How do you handle distractions?
  • How do you balance strategic and tactical activities

Tell me about your strengths?

  • Identify some weaknesses and how you manage them?

Tell me about your greatest sales accomplishment!

What does great teamwork look like?

  • How do you handle a difficult team member?

What resources and tools do you need to be successful?

What do you need from your manager?

What are the traits of a great sales rep?

Tell me about the last two sales or business books you’ve read? (If they can’t remember or can’t answer this question, don’t consider them for anything other than entry level - the best reps are always improving their craft!)

  • What is your favourite book on selling?

Tell me about your most difficult sale

  • How do you handle client stalling
  • Tell me about a recent sale you lost to a competitor
    • What would you have done differently?
  • How do you handle selling to a team of buyers?

and last but not least

Why the hell should I hire you?

Listed in : Sales Management

Posted on Oct 1, 2006. Digg It . Del.icio.us It. 0 comments.

You know what…I’m sick of sales recruiters. I’ve worked with 4-5 different recruiters over the past 3 years and in every case I’ve been promised good candidates fast and recieved below average candiditates sporadically.

Now, I understand the the current job market is incredibly tight and the reality is there are not a lot of great sales recruits available. You have to question anyone that isn’t working and the real sales stars that are employed can commend good dollars. In a market like this i believe you get you your best ROI from finding that young talent and developing them to fit your business. For instance a CSR working for a competitor�that you think would make a good account manager in your business.

So, heres my challenge with recruiters; in my experience they don’t actively recruit. Instead they spend their time on Monster or Workopolis surfing for resumes. Once they�find a job seeker that will come on board they�pitch them�to you shamelessly - every candidate they send your way is “dynamic”.

A recruiter should be calling your competitors and hustling up individuals that could potentially work for your business. They should be hustling up candidates that wouldn’t evenutually find you through the online job boards anyways. They should be looking for people that fit your business rather than throwing candidates at the wall hoping they stick.

Listed in : Sales Management
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