This topic is very appropriate for me this week because of several obstacles that fell my way last week preventing me from maximizing my time to reach my personal sales goals.
My Mechanical sales week experience went something like this:
An unexpected winter cold set in causing me not to feel good and challenging me to work extra hard to project a positive attitude. My telecommunication sources fell short of their expectations and shortened my hourly week preventing me from reaching my business contacts.
So here is my solution: I don’t think I could have prevented my cold; I am not always guaranteed perfect telecommunication systems however, I can improve how I use my time to reach my HVAC sales goals.
As a successful Energy sales rep, you probably already know the key skills needed to develop and maintain business leads and to keep your customers happy. It is simple. We need to find qualified prospects, determine their needs, close the sale, provide
excellent customer service and maintain an efficient tracking system.
While technology can eliminate inefficiencies, we all know technology can
occasionally present us with down time. Technology is important because through technology we are able to quickly contact our Refrigeration prospects, maintain records of leads, close sales and service our customers.
Make sure the selected technologies are working efficiently for our business. What key priorities should we be focusing on? How do we spend our time? Are we maximizing productivity and minimizing time wasters?
Choose effective lead management that allows better performance. Effective lead management includes:
- Lead Qualification – If a lead is not qualified, time can be wasted pursuing a business which does not meet basic criteria for needing the product or service we are selling.
- Lead Reporting – Once we identify a lead, if it is not reported in a timely manner the sales opportunity can be lost
- Lead Tracking – We can lose the sales opportunity if we fail to follow up on a lead we have spent time cultivating interest. If we fail to follow up on hot leads, they can turn cold. If we give up too quickly, we can lose the sale to our competitors.
- Lead Routing – If leads are not routed to the proper person and if mistakes are made in system documentation, these two things cause us to lose sales opportunities.
The two most important questions we can ask ourselves each day before beginning our pursuit of HVAC sales are” How can I best utilize my time today and is everything in place that I will need to perform in a timely optimum level to reach my goals”? Time wasted is sales opportunity wasted.
How do you perform your sales tasks? Are you on track for growth?
HVAC Inside Sales through Rich Enterprises has a seasoned sales team with pipeline goals in mind. Let us be your next marketing partner!