Utilization
How do you use your time? Are you wasting valuable time sitting on idle? Are you spending too much time on break, in the bathroom, or out to lunch? Are your sales lagging? These are all pieces of the utilization puzzle. Utilization is a tool used to determine if you are efficiently utilizing your time.
Utilization is commonly used by a workforce manager to explain to a company how their employees are using their time on the payroll. This can give a company insight to who the producers are, as well as, the folks that are wasting the company’s time.
It is my understanding that under ideal conditions a company should be operating at an 85% level at all times. What this means is that a company‘s employees are using 85% of their day at work, actually being productive.
How does this apply to sales? Most of us in sales never apply 85% of our time, effort, or resources into production. Do this, take out a sheet of paper and write down what you do in an ordinary workday. Put a time to each item and then add up your time. Compare that to the eight hours that you are supposed to be working, and see what your percentage of actual work time is. How did you do? I would wager that most people only actually work 65% of their time. This means that your utilization is off by 20%.
How do you fix it? You already have started by listing your day. By listing your work day activities, you have noted some areas of improvement. Look at your list. Find the areas in which you can improve immediately. Resolve yourself to improve on them.
Talk to your supervisor. They are aware of your time and they have the ability to assist you in determining what areas you can improve to be more productive.
Be proactive in your efforts. When you are on a call always ask for a referral. This will give you another inbound to take, when they call, or an outbound to make, when you call them.
Be consistent. Effective utilization of your time, effort, and resources many times will require a change in habits. Be consistent. If you slip up one day, shake it off, and begin again the next day.
It takes a lot of different pieces to become successful in sales. Utilization is just one key piece in achieving that success.
If you have any questions, please don’t hesitate to contact me.
J. Timothy Clark is the founder of the Clark Insurance Brokers. He specializes in helping small business owners, Real Estate agents and brokers, individuals with health problems, find health insurance for their peace of mind.
Hailing from Orlando, Florida, he is married to a beautiful wife and has twin boys.
You can call him directly at 407-443-8523, email at jtimothyclark@cfl.rr.com and check out his website at http://www.clarkinsurancebrokers.com
Tags: effectiveness, sales, telesales, utilization
