By Tibor Shanto
Ask most salespeople what their time is worth, or if they value their time, and they respond in the affirmative. But as is often the case, the observable behaviour says something different. Not only do they seem to not worry about how they use time, but many also seem to go out of their way to waste it. I’ve started asking salespeople “What’s your time worth?” and most don’t have an answer, or seemed to care.
I have written about the importance of time to sellers, including an eBook you can grab, the focus here goes beyond that. Specifically, how salespeople value their own time and how they leverage it. I’ll point out that this is not about berating salespeople for the amount of time they spend selling. The old stat that is thrown around that salespeople only spend 23% their time selling is stupid and insulting. While it
