Increasing Your Sales Productivity: Simple Steps for Profitable Time Management

By Colleen Francis

Everybody is after me about Time Management these days. Specifically: “How do I manage my time each week to maximise my sales productivity”

Assuming you have 40 hours in a week to spend on sales and invest in growing your business how best should you spend that time? Below you will find my suggestions for a schedule that is consistent with thriving in any economy.

You might notice that the total number of hours adds up to more than 40 because I know that some of the ideas I am suggesting may not apply to you - or you might just downright refuse to do some of them despite my constant urging of them as a best practice. On the other hand, some of you are freakishly productive and can complete the tasks much faster than I. If that is the case, move quickly, add activities and by all means DO MORE in the time allotted.

Sales Activity

Hours per Week

Call 4 "past" or "lost" clients to maintain communication and for potential reactivation


Call 25 qualified prospects per day for pipeline management


Network with a partner once per day by phone


Read for professional growth and skill development


Attend a networking event or association meeting once per week


Write an article for your blog, newsletter or association trade journal


Call 5 existing clients to ask for referrals


Call 10 suspects per day to fill the pipeline with potential leads


Surf the internet or your database to find new prospects


Develop alliance, referral or reseller partners


Plan “in the neighbourhood” meetings for when you are travelling


Research trade shows to attend for promotion


Send email newsletter to your customer list


Send special mailers - thank you cards, birthday cards, client thank you gifts to your clients and referral sources


Look for advertising opportunities or review and upgrade the ones you currently have


Stop in and see 1 client on your way into the office each day


Call 5 clients and ask for testimonials


Recently I conducted a poll with my clients—most of whom were in leadership positions—to determine their biggest sales concerns. The overwhelming answer was sales productivity. In other words, how much revenue per period can each team member produce, and how can we make that better.

You can chart your sales productivity daily, weekly, monthly, quarterly or even annually. And, given that we have just finished a calendar year recently, you have a great opportunity right now to take a look at your own productivity or that of your team from last year.

We all want improved productivity, but if you don't know how productive you were last year, how will you know what to improve? For ideas on how to measure your productivity check out this article in our article library

To reinvent your sales this year, you must know your benchmarks from last year. Once that's established, you can choose the right activities to improve. You must measure results at every step, and make decisions based on the numbers—not your gut feeling.

As I do every year, I invite you to set a goal for yourself for the coming year and send me your implementation plan. I am happy to hold your feet to the fire every month—just a friendly check-in to see how you're doing!

Remember that this first step to better results this year is knowing where you stood at the end of last year. Like most sales professionals, it's likely that you can quickly recite exactly how much you closed and how much you earned last year. But have you stopped to consider just how productive you were based on the activities you completed? It's a question worth pondering. Once you are confident in the answer take stock of how you spend your time and add some profitable activities from the list above. I know you will profit if you do.

Liked this article? Connect with me on Connect with Colleen on LinkedIn!LinkedIn!

Get Cutting Edge Sales Strategies Delivered Right to You

Sign-up for my sales strategy videos delivered weekly direct to you!

Nonstop Sales Boom by Colleen Francis Make sure you check out Colleen's latest book, Nonstop Sales Boom for powerful strategies to drive consistent sales growth quarter after quarter, year after year.

Colleen Francis, Sales Expert, is Founder and President of Engage Selling Solutions ( Armed with skills developed from years of experience, Colleen helps clients realize immediate results, achieve lasting success and permanently raise their bottom line.

You have permission to use the above article in your newsletter, publication or email system as long as you do not edit the content and you leave the links and resource box intact.

©2001-2018 Engage Selling Solutions. All rights reserved: All trademarks used or referred to on this site are the property of their respective owners. No materials on this site may be reproduced, altered, or further distributed without Engage's prior written permission.

Maximize your sales team's potential:
Contact Us Now
Remember: Sales Strategy, Sales Coaching and Sales Training with +Colleen Francis of Engage Selling delivers Sales Results!
©2001-2018 Engage Selling Solutions. All rights reserved. Engage Selling Solutions will never distribute or sell your address to anyone. Period. Promise.

Cutting Edge Strategies Delivered Directly to You

If you are looking to ignite your sales - in any economy - then you've come to the right place. Every week I deliver proven strategies for an immediate and lasting impact to your results.