How many times have you been at the end of a quarter and had a deal slip?  We have!  We tell our sales manager "we didn't lose the deal we just ran out of TIME".

If we just improve our time management skills just a little, the impact to our bottom line earnings will be incredible.

Do the math! Take your annual income (salary bonus and commissions) and divide it by 2000.  2000 is the average hours in a year adjusted for vacations weekends and holidays etc.  If you make $75,000 per year then your hourly rate is approximately $37.50. 

Okay now that you have established your hourly worth, what if you could just improve your sales time management by say one hour a week?  You would earn an additional $1,950 a year! That's almost a three percent increase in income! Cha-Ching Cha-Ching!

This week Mike and Joe talk about effective time management skills as it relates to sales professionals.

Sales Podcast and Sales Blog
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Did you ever have to split a commission with someone in another territory who tried to lay claim to a deal you closed?   Did you ever have someone try to take credit for a deal closed in your territory?   What do you do?   In this episode Joe and Mike talk about sales turf wars – what can happen, how they affect the organization and how to avoid them.

Did you ever get the feeling right after you closed a deal that you could have made the deal bigger?  And how many times have you run into the bully from procurement when its time to negotiate?   In episode three of a three part series on negotiating Joe and Mike discuss how to avoid leaving money on the table and how to deal with procurement bullies.

Sales Podcast and Sales Blog

The best chess players are the ones who think several moves ahead and consider every possible countermove their opponent can make.  The same is true for professional negotiators!  The better you plan for an upcoming negotiation the better your chances of getting the deal and making more money.   In episode two of this three part series on strategic negotiating Joe and Mike discuss why it’s important to plan for every negotiation session and how Professional Sales people utilize a deliberate negotiating Strategy.