How to Optimize a Sales Rep’s Time in Market

By Andy Mowat | Updated: 20 Nov, 2014

Face-to-face meetings are still an invaluable part of the sales process. Whether you’re a road warrior, travelling to a conference, closing a key deal, or visiting a long-time client, you will inevitably have blocks of under-utilized time.

Below are five tips to help you stay productive and best capitalize your time on the ground and help you become a top producing sales rep.

Schedule the trip strategically

Prior to planning the trip, define the key meeting(s) around which the trip can be anchored. If the cost of the trip is high, consider:

  • Adjusting the dates of the trip to include other anchor meetings
  • Arriving early/late to include other meetings

Add other meetings around your anchor meeting

Once your schedule is set, immediately begin thinking about whom else you can meet with during your trip. Several key strategies include:

  • Reaching out to key existing clients in the market you are visiting (you will need to have your clients’ locations organized effectively in your CRM to make this a regular and effective tactic).
  • If you’re attending a conference, researching companies you would like to meet and using your trip as a reason to introduce yourself.
  • In advance of your trip, conducting an outreach campaign to companies fitting your target profile in the market.
  • As a bonus, you can use your trip as an excuse to reach out to companies in your pipeline in the market you are visiting. Even if they aren’t ready to close now, knowing you thought of them when visiting their market will keep you top of mind.

Use travel-time wisely

On most trips, you will have blocks of time between meetings, either in the car, at the airport, or before/after events. Use this time to your advantage by:

  • Calling clients and prospects (have your assistant use your CRM to develop a call list)
  • Calling your assistant to download notes from meetings, get assistance with follow-up actions/notes, and coordinate any travel changes (see below)

Focus on meetings, not logistics

Your time on the ground is valuable. Don’t waste it coordinating logistics. Instead, have your assistant handle:

  • Flight changes
  • Rescheduled meetings
  • Hotel, car, and restaurant reservations

Come home relaxed

When returning from a big trip, getting home to your loved ones should be your top priority. Don’t worry about expense reports; delegate these to an assistant, along with any other follow-up tasks from your trip.

What You Should Do Now

If you need help with sales support, here are a few options to help you:

  1. Download our eBook "Spend More Time Selling with a Virtual Assistant" and get a better understanding of how a virtual assistant can handle tedious sales tasks to give sales leaders and teams more time to sell and take care of customers.
  2. Book a free consultation call with Prialto. We can help you regain more of your time to sell by offloading repeatable tasks to a fully managed virtual assistant. One of our experts will help you create a plan to delegate your tasks and we will even train your sales assistant for you.
  3. If you know someone else who’d benefit from sales support, share this post with them via email, LinkedIn, Twitter, or Facebook.