InTents August/September 2022 - 38

business | tips and techniques
Annual business reviews should also be
scheduled to do formal account reviews to
discuss how both businesses can continue
to grow together. Year-over-year growth in
existing accounts should be the norm and
not the exception.
Master social selling: Few things have
The most
pivotal habit for
a salesperson to
master is efficient
scheduling.
evolved faster than how we communicate.
An effective sales team must be present
and active across all relevant social media
platforms. The key is to be engaged by
following, liking and commenting on
both customers' and prospects' accounts.
Take advantage of the tools available on
LinkedIn and other platforms to generate
contact and prospect lists.
An increasing number of customers
use social media messaging apps as one
of their primary forms of communication.
Showing your continued interest in their
social media activity will strengthen
connections both on and ofline.
Habit Two: Scheduling
Have a plan...or you are lost.
The most pivotal habit for a salesperson
to master is eficient scheduling. Daily
schedule management is key to driving
positive results and removing all nonrevenue-generating
activities. Simply put,
minutes count. And before you know it, a
salesperson could be wasting WEEKS of
prime selling time every year.
For example, what happens if a
salesperson wastes 30 minutes per day?
Based on a ive-day workweek, that
equals 7,800 minutes over 52 weeks.
That is 130 HOURS, or 3.25 full weeks
a year NOT selling. Now imagine if your
entire sales team is doing the same.
Before you know it, you are paying
for MONTHS of inactivity and missed
sales goals.
Blocking time is the most effective
way to help your team members manage
their time. Teach them how to develop
a cadence of when they are in the ofice
making calls and doing paperwork, or
38 intents aug-sept 2022
out in the ield doing site visits, cold calls
and customer visits. Help them schedule
their days by region to eliminate
extended drive time to increase customer
interaction. Creating a routine will give
them the structure to drive positive sales
activity and limit time wasted.
How important is compulsive schedule
management for a sales leader? In a
typical week commissioned salespeople
work 40+ hours. If they do eight to 10 inperson
sales calls, that takes up about 10
hours. Adding in four hours of drive time,
eight hours of prospecting, and eight
hours of paperwork equals a combined
total of 30 hours. What are they doing
with the other 10 hours each week? Those
are the crucial 10 hours that you must
help them use to focus on sales-related
activities like visiting existing customers
or new account acquisition calls.
Part Two of this article will appear in the
October/November issue. It will cover the
importance of Presentation and Follow-Up
in the sales process.
James Auerbach is vice president, Event
Segment at the American Rental Association
(ARA). He joined the ARA in November 2020
after spending the past 25 years in the event
rental, event planning/production and hospitality
industries. He has managed businesses of
various sizes from small owner-operated
companies to large corporate and private equityowned
businesses.
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InTents August/September 2022

Table of Contents for the Digital Edition of InTents August/September 2022

InTents August/September 2022 - Cover1
InTents August/September 2022 - Cover2
InTents August/September 2022 - 1
InTents August/September 2022 - 2
InTents August/September 2022 - 3
InTents August/September 2022 - 4
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