I feel like I waste a lot of time on useless activity and like the rule says only 20% is good activity.
What is the 20% for you?
GlenRoss
80/20 rule. What’s your 20% of productive activity?
6
Cold calling, preparing for meetings, talking to prospects.
Customer calls whether it's a demo, business review, or just catching up. The time waster is telling my manager about said customer call and the pipeline built on it.
Call coaching, team product trainings, weekly 1:1's, pipeline review.
My other 80% is answering managers' questions about things that already live on a dashboard somewhere. LOL
hahahaha i like that! I feel like my 80% is entering the dang notes in Salesforce! I do a lot of networking and intro calls/emails... old business knows who i am, but new business is who i need to speak to
Exactly!
Really when I'm giving a demo or probably onboarding
Cold calling, preparing for meetings, talking to prospects.
Customer calls whether it's a demo, business review, or just catching up. The time waster is telling my manager about said customer call and the pipeline built on it.
Anything that involves actual communication with prospects primarily. Close second is listening and coaching on calls.
Stop slowly giving concessions. I would get slowly worked over through the deal cycle, discount on cost, then we'd have to make concessions in redlines on our MSA's, then someone wouldn't want to sign a multi-year deal and then they'd want a discount. Every ask was individual in nature so I'd make a quick yes to get to the next step, and then another ask, and then another. And then I've got no leverage and selling a crap deal. Done this enough to learn my lesson.
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