All you need to know about sales time management


Sales time management is the process of establishing a sales force, coordinating sales activities, and implementing sales strategies that enable a company to consistently meet, if not exceed its sales goals. A sales time management training is essential if your company generates any revenue at all. When it comes to improving sales performance for any size business, regardless of industry, accurate sales management procedures are often the key to success.

The sales management process not only helps your company meet its sales goals but also helps you stay in touch with your industry as it grows, which can mean the difference between surviving and flourishing in an increasingly competitive market. With the following sales management guide, whether you are an experienced or new sales manager, you will be able to assess and gain visibility into your existing sales force.

3 main features of sales time management

  • Sales Operation: Team building – This may not sound surprising, but the sales team is the company’s backbone, they serve as the direct link between the product and the customer. In simple words, they matter a lot. Overall, rather than being regarded as money-making machines, the sales team should feel like they are a part of the business and be given the resources they need to advance.

The sales team should all be on the same page, working as individuals within a single, collaborative unit once you have a few more hands. A more process model would lead to fewer mistakes and higher overall success for your company.

  • Sales Strategy: Establishing the sales process – A sales strategy lays out the specific steps that a company takes to pitch and sell goods or services to specific customers in a manner that communicates that their product or service is better than those provided by rivals. Every business has a sales cycle, which is a set of activities that help a company’s product reach its intended audience. As a result, having a sales pipeline, also known as a sales funnel, would make it easier to move these deals forward.
  • Sales Evaluation: Reporting/delivery – Reporting is what helps you to see how your current efforts are affecting your company’s success and what you can do to improve your efforts, such as recruiting more salespeople or redistributing duties. Following are the sales metrics, or quantifiable indicators, are used in effective reporting to show how each aspect of your sales activities is performing and whether you are meeting your goals.
  • The total number of transactions in your queue.
  • The average deal lifetime until it is won is called sales velocity.
  • The average deal size in your ques.
  • The close-ratio, or the average proportion of deals that are won, is a measure of how close a deal is to being completed.

3 Factors that affect sales

  1. The product your company sells, there are almost certainly a few other companies in your niche that you must outperform. With the rise of online business, reaching prospective customers is now easier than ever before, regardless of where you or they are located.
  2. In most cases, there are several decision-makers in a buyer’s group. To complete a sale, a sales rep now often needs to persuade not just one person, but an entire team of people. This necessitates more effort and, as a result, more time spent with each prospect.
  3. Startups are in a race against time. If you’re starting a business or working for one, you probably don’t have much time before the money runs out. Merely to stay in business, you must produce sales quickly. Investing time in bad leads only serves to speed up the countdown.

With these three factors in mind, it’s more important than ever for your sales team to be able to concentrate solely on the most suitable suggestions. However, how do you know which leads are the most effective? And how can you figure it out if you don’t want to add to your sales team’s volume of work? You can’t expect your Marketing department to handle it, because they already have a lot of responsibilities. A Sales Development team will help with this.

5 importance of sales development training for your business

  1. Assists in the development of directing skills that are focused on the customer’s point of view.

Your team will be able to effectively influence future and existing clients by knowing how to address their needs, approach them, and provide the best solution. In simple terms, they will perform better in the competition.

Assists your team in honing their communication skills so they can easily communicate with a wide range of people and groups.

By formulating a simple strategy for ensuring a buyer’s commitment to purchase, it assists your sales development team in determining if consumers are willing to buy goods.

  1. The amount of profit you make is entirely determined by your sales team. As a result, you must ensure that they are getting the most out of their training.

Importance of sales development team

Sales development teams are beneficial to almost every company, and if you don’t already have one, you should consider establishing one. Let’s say your company already has a fantastic team of closers. They have no trouble converting a substantial lead into a customer whenever they have one. Though, there aren’t enough of these leads to go around. This type of situation can occur in any type of enterprise. Take some time to evaluate your current sales strategy and consider whether it might be more effective. You could discover that adding a sales development team to your company boosts productivity and, as a result, sales.


Centum Learning’s expert L&D experts ensure that knowledge and skills are enhanced through role-playing, business simulations, game mechanics, and other techniques, allowing teams to apply their product knowledge in real-world situations. Centum Learning provides a comprehensive set of sales development training services, beginning with a needs assessment, understanding skill, and process gaps, and creating tailored solutions. Sales training solutions include training and coaching on modules such as basic selling skills, sales management skills, advanced selling skills, consultative selling skills, and so on.

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