For many MedTech sellers January 1st began a new fiscal year and a new sales quota. For others their fiscal year starts April 1, July 1 of October 1. Regardless of when your fiscal year starts it’s always wise to take a few moments and reflect on three (3) important things:

1. How many selling days are there in the new sales year?
2. How am I currently spending my time?
3. What non-selling activities can I remove to give myself more selling time?

Selling Days

If your Medtech Company is on a calendar year the number of selling days for 2014 is 61-64-64-62 or 251 days. It’s broken down as follows:

The calendar clearly shows that you must get out of the gate quickly if you want to make your number in 2014 since Q-1 and Q-4 have the least number of selling days available.

Selling Time versus Non-Selling Time

In sales, time is your enemy because there are never enough selling days. How you spend your time each day is critical to your success in making your number (sales quota).

Selling time is time spent face-to-face or phone-to-phone with a buying influence talking about helping them fix a problem that they currently have and want to fix, avoid a problem or capitalize on an identified opportunity through one of your products, services or solutions. It’s a combination of account development and/or opportunity pursuit.

Non-selling time are all of the other things that sellers typically do each day such as:

All of these are important activities because they support selling time but they are not selling time. This is why smart organizations streamline as many non-selling activities as possible to increase the amount of selling time that each individual possesses.

Keys to Success

Successful sellers carefully analyze how they spend their time and they resist doing any activity that requires them to decrease the amount of time they can spend face-to-face or phone-to-phone with a buying influence. Here are some examples:

Parting Thoughts

Selling time should be sacred time. If you have good products, services or solutions and good sales people then increasing the percentage of their selling time will drive sales results. It’s the quickest and easiest way to increase sales productivity.

Top sales representatives can tell you the number of sales days left in the current quarter and they can tell you the revenue they must generate per hour or per day and not just their revenue against plan. They prioritize their daily activities and get the most important things done first. What percent of your time is selling time? What will you do today to improve it?