When I ask sales managers & business owners what they would like to see changed or improved with their sales people, I often hear “time management skills”. When I ask them to explain what they mean, they tell me the sales team complains of being “too busy” to prospect or generate new business. It is natural to assume that the team needs more training on how to better manage their time. But, in many cases, if you dig deeper what you will find is that it is the fear of failure (“atychiphobia”) that keeps sales people from cold calling and developing new business.
What is Atychiphobia?
Thanks to Wikipedia we learn something interesting about sales people who hate cold calling. They have a tendency to rationalize, justify and defend spending more time on other important activities and neglecting new business development. Here is what Wikipedia has to say about it: “Atychiphobia is the abnormal, unwarranted, and persistent fear of failure, a type of specific phobia. As with many phobias, atychiphobia often leads to a constricted lifestyle, and is particularly devastating for its effects on a person’s willingness to attempt certain activities. The term atychiphobia comes from the Greek phóbos, meaning “fear” and atyches meaning “unfortunate”.
What is the Right Balance of Time?
As illustrated in the accompanying infographic, the most successful sales people balance their time evenly between prospecting activities, selling activities and client retention activities. Of course there are exceptions to this, but generally speaking, when sales people allocate a third of their time to each of these three areas they become more successful long term.
Treat the Problem, Not the Symptom
If your sales people spend more time preparing proposals and servicing existing customers than they do prospecting or developing new business, chances are good that they don’t have a time management problem but lack confidence or have a fear of cold calling, networking, prospecting, etc. Everyone can certainly use a refresher on the best tips for improving productivity from time to time. However, sometimes time management issues are just a symptom of the real underlying problem. My advice is to focus on treating the real problem (fear of failure) first and then see what happens to the problematic symptoms of time management.
An Extra Prospecting Boost
Do you feel like your sales team needs a little extra boost when it comes to prospecting and lead generation? On November 24th at 11am MDT expert sales trainer and consultant, Terry L. Hansen, will reveal tips and strategies that you can use to generate better quality leads. You will learn:
- The top cold calling and emailing mistakes to avoid.
- How to leverage LinkedIn and SOCIAL MEDIA for prospecting.
- How to get prospects to CALL YOU BACK.
- How to set MORE sales appointments.
- How to capture your prospects ATTENTION the right way.
PLUS: as a SPECIAL BONUS GIFT you will get a copy of Terry’s popular COLD CALLING TEMPLATE & SCRIPT that has been used by hundreds of sales professionals. Register now. Space is limited.
Webinar Registration URL:
Who else on your sales team should also attend this special event? Who else in your circles could benefit from this training? Refer 2 or more people who register for the webinar and receive a COMPLIMENTARY personal 15 minute STRATEGY SESSION with Terry L. Hansen. See you on the webinar!
Remember to follow Terry on Twitter (@TerryLHansen) or on LinkedIn (Linkedin.com/in/TerryLHansen). For questions, please email Terry@HansenGroupCompany.com.