Increasing customer time 'will boost sales'
October 26, 2009Salespeople have been advised to use their time more effectively if they want to boost sales.
According to leading sales expert Brian Tracy, most people working in the industry, including those in retail sales jobs, only spend 20 per cent of their time actually working.
In his blog on salestraingingadvice.com, Mr Tracy reflected over an article that appeared in the US magazine Sales and Marketing Management.
A poll was the main feature of the story, which stated that salespeople only spend around one and one-half hours of their day working.
Mr Tracy explained that the article triggered many sales managers to spend more time improving staff training, increasing supervision and enhancing time management skills.
He said: "If you are in sales today, 100 per cent of your sales and your income are generated by the number of minutes that you spend face-to-face with prospects and customers."
"My theory says that if you double the number of minutes that if you spend with customers, you will double your income, even if you do not improve in any other area of sales."
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