Field Sales
- Dean Riley
- Feb 12, 2024
- 1 min read
Welcome to our new blog, where you can discuss topics of relevance to marketing and sales!
To kick off the discussions, here are two questions that I have been pondering recently;
What percent of your time per week do you spend in front of customers and prospects? What activities keep you from increasing face time with customers and prospects?
My personal experience is that 50% of the week is spent in front of the customer, the other 50% is spent in preparation. I believe increasing the amount of customer facing time would be detrimental as you will have to eat into your preparation time. I would rather spend only 10% in front of a potential client and 90% preparing if I have high confidence I can get the contract signed.