Have sales hours for specific campaigns
Each week, you can dedicate a certain amount of your sales hours to specific types of calls and specific types of campaigns.
The reason why you should do this is to keep diversity in the calls that you make. To ensure that you are covering all the bases with your calls, but also so that you do not do the same type of call day in, day out.
With the variety, you will get better at the calls. You will sound more interested, more engaged, and the clients will hear that in your voice and your passion will come across.
“A year from now you may wish you had started today.” – Karen Lamb
“It is not enought to be busy….. The question is: what are we busy about?” – Henry David Thoreau
“It is well to be up before daybreak, for such habits contribute to health, wealth and wisdom.” – Aristotle
No this is not about going all James Bond. However, sometimes you literally just have to go dark. You have to turn off everything.
You have to turn off your phone, you have to turn off your email, and you have to get on with work.
You have to ignore the notifications.
Now, in recruitment, ignoring communication and telephone calls has always been a bit of a sin, almost a heresy in some circles. But I for one believe that if you’re always responding, you are not being responsible.
So sometimes you have to go dark to focus on those really important tasks and use the going dark method to essentially make important decisions.
Say for instance you have to make a decision on a software purchase between two suppliers. Say it’s for an Application Tracking System.
Now you’ve gone over all the details and what you do is you go dark. You take the details. You turn off your phone. You turn off your internet, everything. You go through the decision for a certain amount of time, say 25 minutes. Once that time has eneded, you make a firm decision.
That’s how going dark can be used for decisions. Additionally, if you have work to do that is not based on communicating with people, going dark is a great way of getting it done quickly and getting back on with other subjects.
“Do the hard jobs first. The easy jobs will take care of themselves.” Dale Carnegie
“When you do more that you’re paid for, eventually, you’ll be paid for more than you do.” – Zig Ziglar
“To think too long about doing a thing often becomes its undoing.” – Eva Young
“Motivation is what gets you started. Habit is what keeps you going.” – Jim Rohn
“You don’t have to see the whole staircase, just take the first step.” – Martin Luther King JR.
Do all of one type of task, at one time, in one big batch.
Because it’s more efficient.
If you have to process candidates registration meetings and calls onto the system, do it once a day or week. Why? By switching between tasks, it can take up to 10 minutes to 15 minutes for the brain to switch into gear for that new task, which means that you will probably either take longer or will do the job poorly.
So if you meet 10 candidates in a week, on the Friday afternoon, set yourself an hour to put all their details on the system, bish bash bosh, and in an hour, you get all their details onto the system.
You’ve saved yourself a lot of time, but also, as you put their details on the system at the same time, you’ll be consistent in the way that you do it because you’ll be following the same process. Although it means that your stats won’t necessarily be updated day to day on that type of thing, over a weekly basis, batching matters and will have a big impact.
You should batch your BD calls. You should batch LinkedIn time. You should batch your emails. Batching should be part of your daily business.