Where are your people spending their time in Q4?

It’s the fourth quarter of 2023. Time for total accountability from each salesperson.

What are the “MUST ACHIEVE” Sales Goals in Q4?

Once the goals for Q4 are in placeaccountability for time and Sales activity (behaviors) is the next critical component. 

YOU MUST KNOW: “Where are your salespeople spending their time?”

Let’s answer that question by asking you…

What are your expectations? Remember Prime Time (hours we can contact customers & prospects). What activities should they be focusing on first?

KEY IDEA: Time Management and Sales Priorities
  • What types of activities will give your salesperson the greatest return for time spent? List the activities. Also, what ____% should they spend per week on this category? $$$
  • What activities will give them the least benefit for the time invested? List all these activities. What _____% should they spend per week on this category? (-)
  • What can you recommend gaining a more favorable Balance of Activities? (How do you increase payoff activities (prime time) and at the same time reduce lower payoff activities? What would you suggest?
  • Remember the adage: Sales is NOT a 40-hour job!!!
  • How will you monitor this… CRM, software, point system, pipeline management, weekly scheduled meetings, Calendar “block Time,” one on one coaching sessions, etc.

Sales Manager, Your Challenge: List the Specifics & EXPECTATIONS you want your salespeople to achieve:

PERFORMANCE GOALS: Sales & margin; New business/new accounts captured.


  • Prospecting: specifics! Prospect Contact:(Appointments/Qualifying/Commitments/proposals, etc.)
  • Pipeline Management-Weekly reviews: New opportunities?  Where is each account? Last meeting-how did it end? Next steps? What’s needed to move the deal forward? What will close-this week? Next week? What help do you need from me?
  • Time management: Revenue generating activities/priorities!
  • Existing Customer Contact-Account Management-what is their business with us? How do we become more important to them? What additional sales opportunities exist, i.e., “Share of wallet?
  • Coaching Opportunities: with each salesperson. Joint field calls; Coaching: deals and roadblocks; listening to recorded phone calls; ROLE PLAYING; Objection handling; Call planning strategies; Business To CLOSE!

When you employ this process, you should not be surprised by their success…the only surprise is if they don’t do it…and you allow it!

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