quote me, but I’m pretty sure that YouTube and Facebook have not helped your
sales team generate additional revenue.
The Internet is a great source of information but the flip side is that
it’s a tremendous distraction and can be counterproductive. How much time is wasted on social
networking sites? (Wait, let me
than thirty seconds later.)
Unfortunately, I didn’t find anything regarding US businesses but I ran
across a recent (October 27, 2009) UK blog (Dailyrecord.co.uk) that begins,
“Twitter and other social networking websites cost UK businesses more than 1.38
billion pounds a year in lost productivity.” That’s the UK, population (2009 census) 67 million
people. The U.S. population: roughly 305 million people. Can you imagine the lost productivity
of the U.S. companies because of sites like Twitter and MySpace? I don’t know, maybe it’s lower than the
UK. After all, we keep sending our
not in favor of companies banning social networking sites. That’s not the answer to getting more
out of your employees. There are
times during the day, especially if you’re in sales, when you need some
But the question is: How much
distraction is a good distraction and how much is counterproductive? In the end, it’s for the salesperson to
figure out. He’s in control of his
own destiny and he needs to be conscious of how he spends his time.
we throw the term around quite freely:
time management. Time
management. There are people who like
to sit around and talk about it, have meetings about it. But salespeople think of productivity
before time management. They’re
thinking, “How can I make more deals more quickly?”
salespeople (usually rookies) need to develop and add to their skills (prospecting, pitching, post-pitch
dialogue, etc.), but there are many salespeople (usually seasoned folks) who
need to strip away the fat of their day and not stray from the formula that is
making them money.
advice for “stealing” more time and stripping the away the “fat” is to concentrate
on one distraction at a time. Too
much prospecting and not enough phone action? Then forget about the new leads and stick to the clients you already have. Concentrate on clients
you’ve lost and haven’t bothered to reconnect with. Too much Facebook?
Cut back. The same
thing can be said about food and dieting.
You don’t need to go on some crazy diet to lose weight. You can lose weight by eliminating a
particular group, say sweets. For
me, it’s barley and hops—no more sipping the suds during the week. And you know what? So far it’s working. (Cheers!)
good salesman needs to cut out the fat in his workday, not all at once, but
little by little. The leaner you are,
the more deals you’ll make.