Selling Skills Blog

ARE ‘HIGH OPPORTUNITY-COST ACTIVITIES’ ROBBING YOU OF SALES?

Posted February 5th, 2021
ARE ‘HIGH OPPORTUNITY-COST ACTIVITIES’ ROBBING YOU OF SALES?

To make and exceed sales quota, salespeople need to know how to maximize time and effort with accounts in their territory that have the greatest ‘Expected Value’ for their products. Any activity that causes a salesperson to waste valuable time that could be used to close deals is called a ‘High Opportunity-Cost Activity’ because it’s not generating revenue and is preventing you from generating revenue elsewhere. So, it has a double negative effect or ‘high opportunity-cost’. Examples include:

1. Spending too much time with C Accounts

2. Unnecessary travel time in the territory

3. Too much time on the telephone

4. Time beyond ‘Point of Diminishing Returns’ during sales calls

5. Spending too much time looking for good prospects

6. Spending too much time with non-decision makers

In each activity above, you are wasting valuable time that could be used to win business elsewhere. Collectively, over a 12-month period the total amount of valuable time lost is massive and prevents salespeople from achieving their full selling potential. To learn more about 21st Century Selling Skills Virtual and In-Person training please visit our website and request a no-obligation quote for training:   http://www.21stcenturysellingskills.com/

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