If you’re smart, you learned an important lesson early in your sales career – time is money. As a result you leverage your sales time by paying someone else to do some of your work allowing you to focus on sales appointments, thus you have achieved win-win.
Do the Math
- Calculate the number of hours you are face-to-face with customers or prospective customers.
- Divide your annual income by that number. This reveals what your time is actually worth when you are with clients.
If your annual income is $100,000 per year and your face-to-face time is 10 hours/week or 500 hours per year, your pure selling time is worth $200 per hour. Think back to the 80/20 principle: If you are putting in 50 hours of work per week, 10 of those hours generate most of your income!
The other activities required to get you in front of your customers and maximize the value of that time include making telephone calls, scheduling appointments, bookkeeping, transcribing notes into the CRM, and outreach via social media. These are essential activities, but you can pay someone a lot less than $200/hour to complete them and if you get the right person, they will do them better than you.
There are salespeople who make over $1 million a year in commissions. Do you suppose they make all their own appointments and do their own bookkeeping? Are they okay paying $35 an hour for help? Do you think they got to that point without a vision and plan for how to make it happen?
Leverage Your Sales Time
If you do not wish to delegate because you’re happy with your income and career, that’s great. However, it is beneficial to intensify your focus on activities that you both like and are good at. When you delegate some of the other activities, you free up time to tap into your unique strengths. As a bonus, when you are focused on doing what you do best you will earn more money.
If you delegate so you can have additional time with your customers, the benefits can be significant. You can double your income, help more people and have more fun in the process. If you need a lesson on effective delegation, let us know. We can help you with that.