24 actionable tips for Salespeople, Account Managers, or anyone who has to secure new business or generate revenue for their company. Plus a few bonus tips thrown in. Published by Michael J Galante

1. Sales Time Mastery Tips
That make you more productive…24
© Michael J Galante www.thesalescoach.com

2. Sales
Time
Mastery
• Free up 4 hours per week
• Reorganize your efforts
• Shift from unproductive to productive activities
• Increase $ales Revenue
• Focus on major goals and objectives
• Create sustainable habits
• Reduce stress
Your Goal

3. Sales
Time
Mastery1. Master your Choices
• Masters don’t manage time
• Time is not controllable. It moves on.
• You can not get it back!
• Masters manage choices
• Choose how you use your time and resources
• Decide to sell, instead of administrate!

4. Sales
Time
Mastery2. Have Integrity
• Set clocks and watches to the correct time
• Be true to yourself
• Clear your mind of this confusion
• Setting them fast doesn’t give you any more
time…

5. Sales
Time
Mastery3. Be Punctual
• Customers and prospects notice this
• Protect your reputation
• Project a professional image
• Set a good example for your teammates
• Be earlier then your competition!

6. Sales
Time
Mastery4. Set Goals
• $ales is a numbers game
• Contacts equal meetings
• Meetings lead to quotes
• Quotes lead to deals!
• Know your KPIs
• Key Performance Indicators
• Daily, weekly, or monthly activities
• Calls, Meetings, Demo’s, Quotes, etc.

7. Sales
Time
Mastery5. Use a Calendar
• Transfer goals to your calendar
• Keep activity in sync with your goals
• Stay focused and on track
• Work in “blocks” of time
• Group activities – selling, servicing, prospecting,
travel, admin, other
• Manage office time in 15 to 60 min increments
• Leave 20% unscheduled

8. Sales
Time
Mastery6. Daily
• Plan tomorrow today
• 5 min of planning equals 30 min of productivity
• Your first 1 to 2 hours each day is KEY
• Focus on your #1 and #2 priorities
• Building relationships/network
• Retaining and selling accounts
• Prospecting and growing your business
• Remember Tip #1 – make good choices

9. Sales
Time
Mastery7. Build Relationships
• Your Highest Priority!
• Relationships separate you from the competition
• It breaks the ties when it comes down to price
• It’s the true “value” in “value-added”
• Your Network
• How big is it? Who should be in it?
• Work the Six Degrees of Separation
• Contact Decision Makers and Influencers often

10. Sales
Time
Mastery8. Master Contracts and Proposals
• Your (2nd) Highest Priority!
• Be GREAT at securing deals or contracts
• Be a Master Closer!
• Proposals or Quotes
• Set goals for the # of quotes you need to produce
• Propose to the “most qualified” of opportunities
• Make it easy for the customer to say “yes”
• Have templates that speed up the process

11. Sales
Time
Mastery9. Fill your Sales Funnel
• What is in it right now?
• Is it full?
• Is it balanced at every stage?
• What needs to be done right now?
• To fill and balance it?
• To move the opportunities along?
• To Close those pending deals?
• Be realistic about probability
© Michael J Galante

12. Sales
Time
Mastery10. Know your Sales Cycle
• How long is your Sales Cycle? How many steps?
• Master your Sales Cycle
• Ask for and get internal support
• Manage relationships throughout
• Multiple contacts points at each customer site
• Every interaction should move the prospect along
• Close for the next step, or learn your next move
• Balance quick “transactional” sales with longer “projects”
• Create rivers of revenue, not pools of revenue

13. Sales
Time
Mastery11. Be Organized
• Discipline equals organization
• Your office, desk, computer files, demo supplies, car,
briefcase, smartphone, travel bag, etc.
• Capture important things (electronically)
• Boy Scout motto – Be Prepared
• Think events through in advance
• Clear your mind
• Reduces stress

14. Sales
Time
Mastery12. Master your ToDo List
• Keep one “Master” ToDo list
• Electronic, not paper
• Break it down into sections – one section for each
project or major area
• Align it with your Goals (Tip #4)
• Sync it with your calendar (Tip #5)
• Move items to/from your calendar
• Use it as a road map to sales success

15. Sales
Time
Mastery13. Use Checklists
• Pilots don’t use Post-It notes. They use checklists!
• Sales Checklists
• Important Sales Call or Customer Meeting
• Presentation or Demo Meeting
• Sales Call with members of your internal team
• Trade Show or similar event
• Road trip or overseas travel
• Your industry specific checklists?

16. Sales
Time
Mastery14. Master your Emails
• Understand the 80/20 Rule
• 80% of important stuff is in 20% of your emails
• Do not respond to, and purge non-productive emails
• Time Management
• Block out time strictly to read/reply
• Max four time per day!
• Turn off all visual and audio “notifications”
• Create folders for each customer (by company)
• Other personal techniques you find helpful?

17. Sales
Time
Mastery15. The Two-Minute Rule
• If it takes less than 2 minutes
• Do it now!
• Touch it once!
• Longer than 5 minutes
• Schedule it on your calendar
• Delegate it

18. Sales
Time
Mastery16. Be Effective
• Efficiency
• Making the most use of your work day
• Effective
• Making the BEST use of your work day
• Meeting all three objectives
• Yours
• Your company’s
• Your customer’s

19. Sales
Time
Mastery
• Plan your Work
• Yearly, Quarterly, and Monthly
• Weekly – plan in 7-day increments
• Work your Plan
• Hour-to-hour
• Day-to-Day
• Week-to-Week
17. Plan your Work – Work your Plan

20. Sales
Time
Mastery
• Managing a Territory or Accounts
• Proactive, focused on growth
• Includes analyzing, planning and executing
• Mining your territory/accounts for maximum growth
• Targeting accounts with upside potential
• Explore additional opportunities within existing accounts
• Anticipate their needs
• Actively prospect for new business/customers
• Covering a Territory or Accounts (less effective)
• Staying in touch with clients
• Reactive or reacting to their requests
• Maintenance focused
18. Manage for Growth

21. Sales
Time
Mastery
• Allocate your time accordingly
• Call Frequency – customer example
• “A” (Top Tier) – once per week
• “B” (Middle Tier) – once per month
• “C” (Bottom Tier) – every 90 days
• Call Frequency – prospect example
• “A” (Potential) – once per month
• “B” (Potential) – once per quarter
19. Customer Ranking System

22. Sales
Time
Mastery
• Have a “Call Objective”
o For every phone call, F2F visit, service call
o For every prospect, customer, project, or job
• Information
o What information do I have
o What information do I (my people) need
o What information does the customer need
• Action Items
o What do I want to accomplish
o What does the customer need to accomplish
o What actions steps do I (my people) need to take
o What action steps does the customer need to take
20. Pre Call Planning

23. Sales
Time
Mastery
• Balance “service” calls with “sales” calls
» Pepper in some “relationship” calls
» Reinforce your value to the customer
• Convert “service” calls into “sales” calls
» Problems offer opportunities to sell
» Solve problems quickly to build relationships
» Your product/technical knowledge should lead to a
suggestions or purchase decisions
21. Sales Calls vs Service Calls

24. Sales
Time
Mastery22. Train/Retrain Customers
• Quality service is a high priority
• Respond appropriately
• Give undivided attention when you are with them
• Don’t let them dictate your success
• Allocate your time based upon revenue/profit
• Teach them to use your internal support team
• Say “No” and delegate when possible
• Don’t become any customer’s “door mat”

25. Sales
Time
Mastery23. Manage Interruptions
• Avg Salesperson gets interrupted every 16 min
• Become a Master at managing them
• Ask them to “get back to me later with that?”
• Learn to say “No thank you” often
• Don’t over-promise
• Delegate it
• Train/Retrain your customers
• See Tip #22

26. Sales
Time
Mastery24. CRM/SFA Management
• Sales “tools” that can not replace F2F selling
• Embrace it! Leverage it!
• Store all Customer/Prospect contact info
• Research new leads and customer events
• Sales Call notes keep you organized
• Dashboards help you with status checks
• Sync/Backup all devices to stay current

27. Sales
Time
MasteryExtra tip – Stop Procrastinating
• Salespeople avoid:
• Making sales calls!
• To existing customers and new prospects
• Following up proposals or quotes
• Asking for the business
• Asking for referrals or recommendations
• Researching new leads or opportunities
• Marketing themselves in their territory
• Completing reports or paperwork

28. Sales
Time
MasteryExtra tip – The Power of Routines
• My Field Ride with John in NYC
• John was the Top Sales Rep for 3 years running
• On every Sales Call – he would stop before going
into a customer’s/prospect’s office:
oStand by himself
oClose his eyes
oVisualize the Sales Call he was about to go on
oSee a positive outcome as a result of his training
oGo on the Sales Call

29. Sales
Time
MasteryExtra tip – The Power of Commitment
• Commit to…
• Reviewing your Priorities and Goals every day
• Sticking to your plan and calendar
• Making one extra phone call per day
• Making one extra Sales Call per week
• Converting a Service call into a Sales Call
• Prospecting instead of comfort work
• Prospecting instead of a small account/customer

30. Sales
Time
Mastery
Spiritual
Education
Civic
Friends
Family
Health
Finances
Other?
Professional
Your life… Your Goals…
Extra tip – The Power of Goals
© Michael J Galante www.thesalescoach.com

31. Sales
Time
Mastery
Time is as valuable to me
as money. What I want
is more of both…
Sales Success Defined
© Michael J Galante www.thesalescoach.com