How to Manage Your Time in Sales

The advance, if we get one, moves the sale forward to closure. But at the same time, it also tells us how to allocate our time as sales people. So when we ask a customer to perform a little work, introduce me to someone, I actually used to have them fill out a survey before I'd come out. If they're not willing to do that, well, what does that tell me about their engagement at this level? It's a way for us to manage our time in the sales people. That's the only really resource that we have. We have to be super scrutinizing about what we're going to allocation our time to.