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Power Hours, Ultra Efficient

Frederick Winslow Taylor (1856-1915) was our country’s first “Efficiency Expert.” He was born to a wealthy Quaker family in Germantown, Pennsylvania.  His passion was “time study,” which is literally using a stopwatch and doing continuous observation of tasks, in an effort to find the shortest, most efficient method of accomplishing those tasks.  For Winslow, it was a cold-hearted, dehumanizing, cut and dry numbers game that was controversial, but no one could dispute the fact that his methods worked.  Over time the term “efficiency expert” became synonymous with people losing their jobs because in years past, efficiency meant more work done, with a smaller workforce.

Today’s high-tech way of doing business has already stream-lined the workforce.  Now instead of efficiency translating to layoffs, it instead means driving profits higher. Consider the situation from a Sales point of view.  For the salesperson, a more efficient process simply means more calls, more conversations, more new business relationships, and more closed deals.

Everyone knows you get more bang for the buck when you buy concentrated products and energy-efficient appliances.  So what happens when you increase human efficiency by concentrating effort?  Power Hour is born.Time is money

Power Hour

Hang up the “Do Not Disturb” sign, ignore inbound emails, and don’t answer any incoming calls.  Schedule a few hours a week where you are simply unavailable.  Next step – use Salesforce’s list building capabilities.  Build lists based on status – remembering to add a status field to your contact’s page that is typical of the one you have for your leads.  Export the lists into ShadeTree Technology’s Incite2 – and because everything you need is on one page, you get to experience calling momentum at its finest.  It’s next to impossible to not triple your call volume.  More calls, more conversations, more sales.

It’s time to appreciate the wonders of the technological age by embracing the efficiency it naturally makes possible.  Make Power Hours a new Best Practice.


ABC’s of Sales Improvement

Speaking strictly from a scientific point of view, when the creation of life as we know it happened, many believe that it did so with a very precise, exacting set of circumstances.  There is great debate in the scientific community about whether any variation of events would have obliterated all possibility of life or if there was a little fine-tuning wiggle room in it.  Scientist Stephen Hawking sees things as pretty well fixed.  He has estimated that if the rate of the universe’s expansion one second after the Big Bang had been less by the smallest amount imaginable, that everything would have collapsed into a fiery ball, and life would not have happened.

Thankfully when it comes to humankind there seems to be purposeful wiggle-room.  Religion and science may disagree on the creation of life – but they will both agree that humans aren’t perfect.  By virtue of our very humanity, there is always room for improvement.ABC2

Three Step
Improvement Process 

A – Allow a critical eye.  Step back and look at the whole picture. Are you content with the number of calls being made, the new business relationships you’ve started, the established relationships that you’ve shored up with quality follow-up, and the dollars that have come in?  Question the overall efficiency in all of your processes – and look for the weak spots. Where do you fall short – research, organization, call scripts, mailed messages, or activity documentation?  How accurate are your analytics?

B – Buy into new possibilities. There is an old saying, “Keep your friends close, your enemies closer.”  Do you know how your competition operates?  Do they have tools that you don’t’?  Do they have any methods that nets them greater results than you’re getting? What kind of feedback are you getting from social networking/social media?  Is there new software out there that can make your process stronger?

C – Congratulate yourself for having the wisdom to fine tune the process.  More often than not life is about a leap of faith.  If you’ve taken an introspective look at the way you do business and stepped out on the ledge of a new possibility that improved your sales efforts, congratulate yourself, and then go back to A.

There are an infinite number of possibilities when it comes to products that can make your sales life easier, more efficient, and more profitable, but Incite2 offered by ShadeTree Technology is a Saleforce add-on that should be on your list of considerations.  It efficiently collects the various pages in Saleforce and puts them all one page – which by itself is a time/money saving factor.  Building call lists is the heart of the increased success rate that is a given with the product.  Do put a view of their demo on your exploration into new possibilities.

The 5 Personalities of Call Reluctance (and How to Fix Them)

Instead of making calls, are your salespeople making excuses?  It might happen to even the best members of your sales team from time to time. According to research from Dudley & Goodson, about 40-percent of all career salespeople experience episodes of call reluctance that are serious enough to threaten their careers.


But you can’t lump all the call reluctance into the same boat. Here are five of the most common personalities that fall to call reluctance, the symptoms, and the potential fix.

1. Polite Polly: Doesn’t want to intrude on others. Feels like their role is invasive in another professional’s space. Read more

Can’t We Get More Time?

Salespeople today face a frustrating dilemma: There are too many balls to keep in the air and only so many hours a day to be making calls. A single meeting might cut into the time needed for 10 outbound calls. The prep time before a call to a C-level exec might eat up an hour or more. Fumbling through Salesforce to find the best target to call next can waste precious minutes.

Incite2 is a tool that enables sales professionals to truly have all the information they need at their fingertips in order to deliver information to a more qualified, targeted audience at up to 40% faster speeds. So while it can’t create more time in a day, it can make your time more productive and profitable. Read more

2011 Strategies for Improvement – Increase Call Volumes

Most sales organizations will have a goal of increasing the following in 2011:

  • Number of qualified leads
  • Number of opportunities in the pipeline
  • Number of closed deals

All of these goals have one thing in common – increasing current output levels.  There are many ways to arrive at making the gains in output – add more people, work longer, etc.

With many organizations using the telephone more and reducing travel, one place to look at in more detail is productivity on the phone.

More Calls = More Results

The wonderful thing about increasing call volumes is that the results of those call tend to track consistently across all of the milestones in your sales cycle.  All things equal, a 20% increase in call volume will equate to a 20% increase in: Read more