HOW DO I SELL MORE WITH THE BATCHING METHOD?
Reading Time: 6 mins, 58 seconds
May 18, 2019
Did you know 65% of a sales rep’s time is spent in non revenue-generating activities? That’s only 35% in selling. Here’s how to fix this with the batching method… Here’s how to sell more with the batching method.
Hey. It’s Trevor. Host of the Stoic Sales Minds Podcast.
And this is episode 2…
I always like to start my podcast with an interesting B2B selling statistic….
Here it is…
Did you know that 65% of a sales reps’ time, on average, is spent in non revenue-generating activities, leaving only 35% for functions related to selling.
This is a problem sales folks. And we need to fix it.
Today’s question that I’m going to answer is…
How To Free Up More Selling Time With The Batching Method.
Okay, so how is it that some sales reps are able to do more prospecting calls and meet with MORE clients and NOT burn out compared with their peers?
You probably know “that rep” on your team.
Maybe that guy or girl who goes on the president’s club trip every year..
Maybe that account executive who just got promoted to team lead or sales manager…
You know who I’m talking about.
They seem to get so much done and are reaping the benefits with a huge pipeline and they’re closing more deals in the sales trenches every month… than several reps combined…
What’s frustrating is….
When YOU know you’re working just as hard or harder… but not doing anywhere near the volume of sales calls or demos compared to what they’re getting done….
Here’s the thing…
Getting sales tasks done, getting prospecting calls done, getting in front of customers instead of begging for their attention, translates to income. It just happens.
The sales reps that are prolific and put themselves out there, even if they only have one product to sell, the ones who have high sales activity… and put good ideas in front of their prospects, are the ones who hit quota.
The thing is… is how do those reps do that?
There are only so many working hours in the day. They don’t appear to be working into the evenings or weekends.
You know them, you talk to them. In fact, they seem to be doing less than you.
To Single Task or Multitask?
Here’s what I’ve learned…
For a long time I think a lot of sales people and their managers have been proud to call themselves multitaskers.
As a sales scout… I hear it in interviews with sales folks all the time…
They’ll say stuff like… Trevor, I’m a highly driven sales rep with high energy. I get stuff done!
And when I ask about their typical day I hear things like…
I make lots of cold calls.
I document stuff in Salesforce, send off collateral to customers, prepare presentations, chat with coworkers, respond to requests from internal team members constantly.
I do it all at the same time, all day long…
When I ask them to walk me through a typical day at their company… how they structure their sales tasks, throughout the day they proudly tell me….
That’s easy. I’m a multitasker….
Herein lies the problem…
I think multitasking is something that many sales reps are forced to do… just because this is the way the business world has evolved.
It’s now the new normal. Time management has gone out the window.
Everything is important now. Everyone needs a response now. Everyone wants everything RIGHT NOW.
Phone calls go to voicemail blackholes, email response times take a half a day or more…
Sales reps have resorted to sending off flurries of text messages to get deliverables from colleagues.
Even texting clients on their mobiles to find out a deal status on at the end of the month or quarter.
Did you know that the average attention span of a human has gone from 12 seconds to 6 seconds?
Fox news is experimenting with 6 second TV commercials.
Even a 15 second ad is too long now.
How about those annoying little YouTube ads? They’re ONLY 5-10 seconds?
So, one of the biggest reasons we’re all multitasking is because we, our colleagues, our management, our customers have all become psychotically impatient.
Contrary to what the sales reps I interview believe… I think multitasking slows us down. It DOES NOT speed things up.
As a salesperson, sales scout, and entrepreneur I can tell you first hand I know what it’s like to multitask…
I’ve got countless things hitting me all day long.
Instant messages, emails, phone calls, interviews, scheduling stuff, content deadlines. You name it!
So I get it. I’ve walked a thousand miles in your shoes….
Because everyone wants everything right now…
We want to make sure every sales task that we’re working on gets at least 50% of your attention at all times.
Because everyone is important. And we want to please everyone.
Our manager’s requests are a priority. Gotta please the boss right?
Our team members’ requests are a priority. Gotta be a team player right?
Other departments’ requests like customer service, sales enablement, marketing, legal, finance, IT, HR are important. Gotta stay compliant right?
And of course our customers requests are a priority. Don’t want to lose the deal, right?
Most successful sales reps I know…
The ones who book the most meetings, the ones with the largest pipelines, the ones who close the most high value deals, all have a secret.
And that secret is something called batching.
That’s what I want to tell you about today. It’s how you can get a lot more done by batching your sales tasks.
Studies suggest that multitasking can damage a person’s brain and career.
So, batching is worth talking about, no?
Batching means you need to focus 100% on only one task at a time.
Let’s take a very basic example..
How To Batch Cold Calls
Here’s how to batch it:
Make 15 cold calls for 55 minutes straight. While you’re on these calls take notes.
Then take a 5 minute break.
Then enter your notes into Salesforce from those 15 calls.
Not during your cold calls. After.
By batching your two tasks… 15 cold calls first… and then documenting in salesforce after you’ve completed all 15 … you’ll stay focused on the one task at hand (talking with your prospects)… and become more productive as a result.
This is what the stoic sales reps do.
They don’t make 1 cold call, then document in Salesforce, then make a second call, then flip back to their CRM, and so forth. That’s insanity!
What’s interesting is when you switch to batching cold calls, you not only get them done faster, but the quality of your conversations with prospects goes up.
You’d think if you were just blasting through 15 conversations in 55 minutes fast, the quality of your conversations would go down but it doesn’t. Now, this is what’s so interesting.
It’s when you’re working on one task (cold calling) and you’re only in THAT mindset… you get to where you start thinking faster on your feet….
And thinking fast on your feet is optimal especially when you’re talking to skeptical strangers on the phone… who have different personalities, responses, and objections…
Now what happens is, is you’ll notice this…
Your first cold call may be good but it’s not as good as your fifth cold call or your 15th call.
Why do things get better after you complete more calls?
This is because you’re not having to break your RHYTHM.
You’re not having to constantly flip back and forth between the phone and your CRM, thinking about what you said, and what the prospect said, running a search for that account in your CRM, clicking buttons, typing in your notes, moving between windows, then switching back from your CRM to the phone for call # 2….
You’re simply sitting somewhere quiet with your phone and a headset.
You’ve got a list of names and numbers that are in front of you, you know what you’re going to say and how to say it and then you make one call right after the other.
You just want to be focused on making calls, thinking about the tone of your voice, which should be a low calm tone, not a high pitchy, excited salesy one..
And you need to be 100% engaged in the process. This means closing your eyes and listening deeply to your prospect’s every word, speaking at a natural pace, and repeating back to them what they said, so you totally understand them, you’re showing empathy, so you can engage them.
Speak like you’re listening to someone who’s pouring out their problem to you.
When you get really warmed up in these calls.. and you’re on your 5th or 6th call that’s when you’re in the zone and you start sounding effective on the phone.
What you’ll start to figure out is it’s not about focusing on one topic with what you’re doing or focusing on one thing, it’s about doing the same task over and over again.
Another good example of batching is this….
How To Batch Emails
When I’m sending emails to prospects. I will never go back and edit the email as I’m writing. And this is something you’ve got to do.
There’s a good quote from the famous writer, Ernest Hemingway.
“Write drunk. Edit sober.”
Now I’m not suggesting you get drunk and write emails to your prospects…
What I am suggesting is…
When you’re writing an email just start writing…
Share 1-3 points with the prospect that you want to cover. Don’t start re-reading your email until you’re done your rough draft.
Then go back and start editing. Never write and edit at the same time.
It will break your RHYTHM, it’s exhausting, and you’ll waste time.
It’s important to do cold calling and emailing in a way that keeps your brain focused in a mode so that it can continually get more efficient as it is running through that single task.
I think you get the point of what I’m saying.
Start Batching And You’ll Double Your Sales Productivity
What I want you to start thinking about it, in your work day is how can you start batching those selling tasks so that you’re keeping in one mode?
When you stay in one mode you start functioning at a much higher level and that’s what stoic sales reps do.
You can be much more prolific, you can uncover more opportunities, and close more deals if you can batch tasks in a way where you’re not having to switch from one to the next.
Batching is very important.
You’ll find you’re able to get 2 hours work done in 1 hour just because of the way you batch things.
All right, so I hope batching makes sense to you.
I hope that this is something that has helped you think about how to be more efficient in sales, how to free up more time to get in front of more prospects, and ultimately make more money in sales.
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I think you’re absolutely going to enjoy the blog just because it focuses on answering one single question with one specific answer to some of the toughest sales questions.
So I hope you enjoyed this one.
I’m going to make sure that I’ve got lots good stuff coming your way on the Stoic Sales Minds Podcast.
Tune in next time, thanks for listening to…
HOW DO I SELL MORE WITH THE BATCHING METHOD?
Host – The Stoic Sales Minds Podcast
P.S: Whenever you’re ready… here’s how I can help you hire stoic sales reps so your business grows.