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PROSPECTING


And, 28 percent admit their sales training happens only once – as part of initial onboarding.


Given this statistic, is it any wonder their sales reps don’t always feel up to meeting today’s prospecting challenges? Investing in repeated, incremental sales training – and for everyone on a sales team – does more than introduce or enhance existing skillsets. It reinvigorates sluggish team members whose


SELLING TIP Your Selling Time Is Money in the Bank


If you work an eight-hour day, five days a week, your total number of selling days comes to 244 per year (or 1,952 hours, including all sales-related activities). If your annual dollar sales volume is $50,000, one extra hour of selling can be worth $25.61. That makes one extra hour per week for 52 weeks worth around $1,332. In five years, it’s worth $6,660. In 10 years, that extra hour per week is worth $13,320. Take another example. Assume your annual sales are $150,000. Find just one extra hour of selling time each week and you’ll most likely increase your sales volume by $3,996 in a single year, by $19,980 in five years, and by $39,959 in 10 years.


renewed enthusiasm is contagious. It also signals the company believes in them and wants to provide them the tools to succeed. Anxious sales reps who avoid the


more difficult aspects of prospecting, particularly cold calling, may actually be apprehensive because, quite frank- ly, they don’t know what to do. They could be new to the field and inex- perienced with roadblocks or rejec- tion. Or they may be seasoned sales


leaders privately struggling to master newer modes of communication. Regardless, let’s all find a way to


replace current prospecting fears with fierce determination. The formula is tried and true. By increasing the number of connections made, we can improve the revenue pipeline. And, bear in mind: With every call or con- nection these men and women make, they represent your organization. Make sure they reflect it well. 


To see how much an extra hour of selling time is worth to you, see the chart below. Your sales will increase even more with just two extra hours per week, totaling an extra 104 hours of selling time. No matter your current level of sales, one extra hour of selling time a week can add up to success.


TIME TABLE Annual Sales


$50,000 $75,000 $100,000 $200,000 $300,000


Sales per Hour One Extra Hour per Week per Year $1,332 $1,998 $2,664 $5,328 $7,992


$25.61 $38.42 $51.23


$102.46 $153.69


Year = 244 eight-hour workdays – SELLING POWER EDITORS


500


The L argest Sales Forces in Americ a


Connect with the


Largest Sales Forces in America


for only $399


20 | DECEMBER 2018 SELLING POWER © 2018 SELLING POWER. CALL 1-800-752-7355 FOR REPRINT PERMISSION.


Purchase the Selling Power 500 list today. Includes the complete directory listing with company


addresses, all CEO names – plus the names of the top sales leaders – phone num- bers, and Websites.


Order today Call 540/752-7000 or


order online at sellingpower.com/SP500.


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