INWYK Partners

Your Outsourced Sales Team



Which Data Part 2

Posted on March 22, 2016 at 9:55 AM

I don’t know if you believe the Bible, but when it comes to sales there are a handful of books I look to as Canon. One of those is Four Hour Workweek by Tim Ferris.* Ferris’ book is fascinating in the way he explains countless ways to cut out the daily drudgery by outsourcing much of your life and only doing things when you want to do them. Crazy, bizarre and amazing in a number of ways.


One of the takeaways that made this book so important to me was to ask what I do in a day that really matters. You know, between the emails and co-workers with questions and tasks and tasks and tasks and tasks . . . what are the things that actually generate revenue? And can you prove that?


I know for a fact that if I spent five hours on LinkedIn in a week, I will set an appointment. I’d bet on it – and occasionally have! I have spent time building my network so that I can leverage enough relationships (with a winning message, but more on that in a later blog post!), to get in front of someone that matters in a new opportunity that I want to be in front of. No low hanging fruit.


My problem has been to find those five hours per week.


Do you track what you do and what generates an ROI? And clearly we have to do the account management, leadership tasks, and the minutia of day to day responsibilities. Traction* tells us to elevate and delegate. A current provable ROI metric for me is to identify what can be delegated and also identifying who it should be delegated to and hold them accountable.


What do you do that you can bank on an ROI? How can you do more of it?


*I do not receive any referral money from Amazon. This isn’t that kind of blog. I just read a lot and figure if I’m citing a source, I should provide a quick and easy link to get the resource.


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