Efficient salespeople follow these 11 tips

Effective time management can set you apart in sales. Cognism sales veterans William Gay and Madeleine Hopkin offer practical, hands-on strategies for getting more done without burning out.

Here’s a breakdown:

1. Prepare for 30 Minutes Each Day

   • Start your day by planning instead of jumping straight in. William suggests dedicating the first 30 minutes to organizing tasks. This will keep you focused and reduce wasted time.

2. Schedule Time Blocks for Key Tasks

   • Identify your peak productivity hours and assign specific tasks to these times. For example, if you're more effective at cold calling later in the day, reserve that period for calls.

3. Invest in the Right Sales Tech

   • Use CRM and sales engagement tools to automate tasks and reduce manual work. William recommends Salesloft for managing and streamlining activities.

4. Use Keyboard Shortcuts

   • Master shortcuts to work faster. William’s favorites include Cmd + F for on-screen searches and Cmd + Shift + V to paste text in the right format.

5. Find Shortcuts for Repetitive Actions

   • Automate recurring tasks with tools like aText, which saves commonly used phrases, and Grammarly, which speeds up email proofreading.

6. Use Email Templates but Personalize

   • Start with a template to save time, then personalize each message to avoid a generic tone. Madeleine keeps templates organized in Google Docs to quickly adapt them for different scenarios.

7. Tailor Your Messages

   • Go beyond templates and add unique touches for each prospect. Madeleine emphasizes that slight adjustments make messages more relevant and engaging.

8. Take Detailed Notes

   • Record every key detail from client conversations to prepare for follow-ups. Both Madeleine and William use OneNote for organized, accessible notes that help avoid having to rely on memory.

9. Follow Relevant People on LinkedIn

   • Optimize your social media time by following LinkedIn influencers in your field. Avoid distractions by saving this activity for off-hours.

10. Leverage Peer Knowledge

    • Learn from coworkers, sales podcasts, and Gong call recordings. Madeleine highlights that observing top performers can help refine techniques and boost results.

11. Read Sales Books

    • Build your knowledge by reading books like Fanatical Prospecting by Jeb Blount and Never Split the Difference by Chris Voss. William finds that continual learning inspires him and improves his skills.
      

Focusing on what really matters

Jeremy Miner emphasizes focusing on income-producing tasks to maximize sales success. In his YouTube video, he provides specific strategies for salespeople to improve productivity and avoid distractions:

1. Prioritize income-generating tasks

   Spend more time talking to prospects and making sales, rather than getting caught up in non-sales tasks. Activities that generate income—like contacting leads and closing deals—should be the main focus of your day.

2. Structure your day

   Create a clear daily schedule, dedicating blocks of time for essential sales activities like cold calling, following up with leads, and qualifying prospects. Include separate time slots for different types of calls (e.g., inbound and outbound) based on your industry.

3. Time block for prospecting

   Set aside specific hours just for prospecting and avoid other tasks during this period. Use time blocks to avoid disruptions, keeping focus on direct interactions that lead to potential sales.

4. Limit email and social media

   To prevent time wastage, only check emails at set times—morning, midday break, and end of day. Avoid constantly switching to email or social media. Delegate urgent emails if possible.

5. Follow up with purpose

   When reaching out to past prospects, avoid generic phrases like "just checking in." Instead, address specific issues, offer value, and ask for referrals. This personal touch can make follow-ups more effective.

6. Minimize non-productive time

   Limit lengthy breaks or socializing in the office. Avoid spending time with colleagues who bring down morale or distract from your sales focus.

7. Refine sales skills

   Develop advanced skills, such as asking powerful questions, addressing objections, and building rapport. Being skilled in these areas helps you work more effectively, ultimately saving time and increasing sales.

8. Focus on goals, not hours

   By prioritizing income-generating activities and mastering sales techniques, you’ll find success while working smarter, not harder.

Achieve more in less time

Ian Koniak highlights the importance of focusing on high-quality work hours to gain more personal time outside of work. He shares specific insights from his experience at Salesforce, where he overachieved targets in just 20-30 hours per week.

• Focus on high-value activities: To make the most of work hours, prioritize tasks directly linked to Revenue-Generating Activities (RGAs). Spend your work time only on actions that push your sales forward.

• Say no to low-impact tasks: Identify and decline tasks that don’t significantly impact sales. Avoid time-consuming distractions to stay focused on your most valuable work.

• Delegate when possible: Use your team’s strengths by delegating or outsourcing tasks that don’t require your direct input. This keeps you focused on high-impact responsibilities.

• Manage distractions effectively: Spend less time on unproductive tasks or easy but low-value items, like busywork or minor tasks. Keep your attention on the critical tasks that move the needle.

• Work efficiently, not longer: Long hours don’t guarantee success. Working fewer, more efficient hours reduces stress and burnout, letting you enjoy more time with family and friends.

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