A Strategic Approach to Productivity in Sales

The Cold Calling Marathon

Navigating the intricacies of sales can sometimes feel like a marathon, especially when faced with the formidable task of cold calling. Ask any Sales Person about their first sales role, they will likely be able to quickly and vividly recall their early cold calling days. A lot of time spent at the desk, setting ambitious call goals and engaging in seemingly endless calling sessions… An exercise in endurance that requires both experience and stamina. Those early experiences taught us the importance of pacing, persistence, and mindset.

Recognise Your Limits

For what it’s worth, here’s a piece of advice: recognise the limits of sustained attention. For us, it is a maximum of two-hour sessions at a time to be effective. However, if you are new to structured sales sessions, it is not about pushing yourself to the edge. Consider a more manageable strategy, dedicating just one hour every day throughout the week. This equates to a respectable 20 hours per month, which is a more sustainable and effective approach. This is the minimum packaged monthly hours BDM by the Hour offers for good reason. Any less and the activity levels just aren’t high enough to open enough doors and build meaningful connections.

Timing Is Everything

Timing is crucial in sales. Take advantage of your ‘peak’ or ‘productive’ hours, whether it is fresh focus in the morning or renewed energy after a lunch break. Effectiveness tends to diminish when you are not in sync with your natural rhythm. By recognising when you are most alert, motivated, and engaged, you can make the most of every conversation and ensure you are consistently productive.

Authenticity Wins

Remember, authenticity resonates. If you know us, you’ll know we hate buzzwords, but this is an important message, so we have included two in the one sentence. When you are not genuinely engaged, others pick up on it, and the chances of making a sale diminish. The key lies in finding a balance that suits how you are feeling and maximises your productivity. It is not just about the quantity of calls; it is about the quality and impact of each connection you make. Taking a mindful approach ensures that every interaction is meaningful and increases the likelihood of success.

The Takeaway

Ultimately, successful sales are a combination of strategy, timing, and authenticity. By respecting your limits, focusing on quality over quantity, and staying true to yourself, you can navigate the challenges of cold calling and consistently open doors to new opportunities. With a structured approach to your sales efforts, you not only maintain energy and motivation but also build stronger relationships and better outcomes for your business.

Need support to boost your sales? Our outsourced Sales Representation, Sales Management, and 1:1 Sales Mentoring services can help you open more doors, build stronger client relationships, and achieve your goals. Get in touch to find out how we can support your business growth.