“Sales time” is that portion of a salesperson’s work week wherein they are interacting with their customers and prospects. It can be on the phone, over an interactive webinar, or in person.
It’s the heart of the job, wherein the salesperson exercises all the skills, concepts, practices and tools he/she has acquired over the years. Sales time is when the salesperson expresses the essence of what it means to be a professional salesperson. If it were not for sales time, there would be no salespeople. That makes the decision as to how to invest sales time one of the most important decisions that a salesperson makes.
The Kahle Way B2B Selling System