{"id":391,"date":"2017-03-02T13:00:00","date_gmt":"2017-03-02T13:00:00","guid":{"rendered":"http:\/\/blog.datananas.com\/en\/?p=391"},"modified":"2017-07-06T18:13:40","modified_gmt":"2017-07-06T16:13:40","slug":"sales-representatives-calendar","status":"publish","type":"post","link":"https:\/\/blog.datananas.com\/en\/sales-representatives-calendar\/","title":{"rendered":"How to fill in your sales representatives’ calendar?"},"content":{"rendered":"

If there is one thing that is important to us here at Datananas<\/a>, it’s helping sales representatives avoid wasting their time on time-consuming tasks.<\/p>\n

Do you want to know how to fill your sales representatives’ calendars from Monday through Friday with qualified meetings? Follow the guide!<\/p>\n

<\/p>\n

Here is an example of a typical week for one of our Account Executives:<\/p>\n

\"\"<\/a><\/p>\n

 <\/p>\n

Note that this shows qualified meetings with prospects who correspond to our ICP<\/a>, and not meetings with cold leads.
\nHere are a few techniques for optimizing your sales representatives’ useful time:<\/p>\n

Don’t schedule physical meetings<\/h2>\n

When you go out, you have to add waiting time, time to get there, etc., to the meeting time.<\/p>\n

Why would you go out, when you can have a phone call or use software or screen sharing for a remote demonstration?<\/p>\n

Of course, based on the product you are selling and your average bundle, a physical meeting might be worth it for your organization.<\/p>\n

Sales representatives team\u00a0<\/strong><\/h2>\n

In a future article we will explain why your sales representatives should be 100% focused on sales, and that means specializing your sales team.<\/p>\n

Your sales representatives shouldn’t spend time creating prospect lists or qualifying prospects. Give this task to a more junior Sales Development Representative, who should provide your Account Executive with sales meetings with qualified prospects.<\/p>\n

Set up a Sales 2.0 process<\/h2>\n

If this type of sales process is adapted to your business, set up a Sales 2.0 process to save time.<\/p>\n

By using software like Datananas in a Sales 2.0 process (and not just for simple marketing emails), you will save your SDRs’ precious time.<\/p>\n

If they are spending less time creating prospect lists and generating leads, they can manage a higher volume of prospects, and mathematically, generate more meetings for your Account Executives.<\/p>\n

Be firm about your time management<\/h2>\n

Do not hesitate to be firm about time management.<\/p>\n

Has a prospect requested a physical meeting, or wants to drop by your office? Refuse!<\/p>\n

Have you realized after a few minutes of conversation that your prospect is not at all qualified? Tell him so, and cut the conversation short instead of spending thirty minutes on a demonstration to someone who will not buy anything anyway, or who will not be satisfied with his purchase.<\/p>\n

Knowing how to refuse meetings or demonstrations is displaying a certain type of professionalism: you cannot waste any time, and you do not want to waste your prospects’ time either.<\/p>\n

By combining these tips, you can fill up your sales representatives’ agendas and optimize their time!<\/p>\n

Of course, this advice is only useful if you are dealing with large volumes – that is, with a very wide audience and a very low ACV (average deal).<\/p>\n

 <\/p>\n

<\/div>","protected":false},"excerpt":{"rendered":"

If there is one thing that is important to us here at Datananas, it’s helping sales representatives avoid wasting their time on time-consuming tasks. Do you want to know how to fill your sales representatives’ calendars from Monday through Friday with qualified meetings? Follow the guide!<\/p>\n","protected":false},"author":5,"featured_media":407,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"yasr_overall_rating":0,"yasr_post_is_review":"","yasr_auto_insert_disabled":"","yasr_review_type":""},"categories":[64],"tags":[86,61,85],"yoast_head":"\nHow to fill in your sales representatives' calendar?<\/title>\n<meta name=\"description\" content=\"How can you help your sales representatives dedicate their time only on qualified leads? 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