When you’ve had automatic activity tracking going on for some time, you can start calculating time per lead. This is easier with shorter sales cycles as you can get results fast, but the beauty of automatic activity tracking is that it’s round-the-clock and unlimited so you can track long sales cycles as well. Looking at a realistic picture of your working days and all the small tasks that add up, you can figure out how long it takes to process and close each lead.
You can also identify which activities are time-drainers and which take longer than you anticipated. Re-calibrating for these alone will dramatically improve your time management. As a result of your time audit, you ig database can compile a spreadsheet and calculate the profitability of your leads. Simply compare the actual time it took you to nurture a lead to the value of the deal. Right there and then, you’ll see the winners and losers.
3. Adjust Your Strategy
With all the insights at hand, you can make adjustments to your strategy, whether it’s optimizing the length of demos or time blocking for when you need to input data into the CRM. On a larger scale, by comparing your time-to-lead ratio across tiers, you may want to shift the focus to the leads that were previously lower on your priorities list.
Adjust Your Strategy for closing more leads
With a deeper understanding of time allocation, you know the true profitability of deals and can make smarter decisions when prospecting. Ultimately, it’s about minimizing the time spent per lead to a degree that would justify either the deal size or the number of leads of this type coming in. All of this