The 1-Hour Sales Leader – How to Find Out Your Industrial Gas Sales Time

0 By Josef David
The 1-Hour Sales Leader – How to Find Out Your Industrial Gas Sales Time

You want to find out the actual sales time of your sales people to identify the realistic sales potential of your current sales staff.

Here you'll get a simple process & tool that will make you get insight into current sales time of your sales staff in ONE week.

How to get insight into sales time of your sales people in ONE week?​

Select a few of your sales people for the whole group and let them for a week fill in a form similar to the one below:​

Time

Travel
Time

Waiting

Time

Sales
Visit

Break

Planning

Telephone

Meeting

Other

08:00

09:00

10:00

11:00

You'll use a whole working day and you might split time in half hour sequences. 

Create a Summary Chart

After finishing this activity, you'll create a summary chart. See illustration below

Activity

% of Effective Sales Days

% of Working Days

Travel Time

20%

15%

Waiting Time

  2%

  1%

Sales Visits

30%

25%

Planning

22%

 20%

Telephone

  5%

   2%

Meetings

20%

 14%

Other (Specify)

  1%

   1%

The results are quite astonishing. Sales People usually only spend a fraction of their total time selling. You need to know these details, however, to set new standards for performance.

Who are your Sales People visiting?

You also need to know who your sales people are visiting now.

Select a few of your sales people​ and let them fill in which customers they have been visiting over the last couple of weeks. 
The sample chart below shows what the weekly itinary could look like.

Company
Visited

Customer
Prospect

Market
Segment

Sales
$/1000/yr

Person
Visited

With
Manager?

Purpose

 Subject
Discussed

ABC Welding

C

Manufacturing

 100

 Purchasing

No

Price Increase

Price

Catapilar

C

 Manufaturing

150

Foreman

No

New
Business

New
Plant

Siemens

P

Manufacturing

 170

Welder

No

New Business

Gas Supply