Why should you be defined by how your salespeople use their time?
Well, that depends on how good a sales manager you are. Are your salespeople working an eight-hour day? Studies show that salespeople spend 6.4 hours doing everything other than selling.
As you know, salespeople take their time for granted. They don’t value it, so they spend most of their workday doing non-sales-related activities.
Most sales managers have heard of the Pareto Principle, sometimes referred to as the 80/20 Rule, yet they don’t understand how to use the principle to help their salespeople make more sales.
HPA Academy has created a system that dissects the Pareto Principle and makes it easy for you to track how your agents are spending their time. We have used this system to train the sales teams on over 100 significant real estate projects.
Many of our onsite salespeople doubled and quadrupled their sales, resulting in several becoming millionaires.
Here’s the High Payoff Activities System in a Nutshell:
We all get 24 hours per day; how we use that time is critical. Most agents do not have a method for organizing their day to be successful, and they don’t know the five High Payoff Activities, which will give them predictable success at making sales.
The tasks they perform while selling are called High Payoff Activities (HPAs). However, most people spend the majority of their time on what we call Low Payoff Activities (LPAs).
Their day looks like this funnel (based on a 10-hour day):
But when they focus on HPAs for four hours during a 10-hour workday, their day looks like this funnel:
By doubling the amount of time they spend doing High Payoff Activities, they will double their sales.
Once they realize that an HPA hour’s value is $250, $500, $1000, or more, they will become motivated to make more sales. They will begin to avoid typical office distractions or the unending distraction of social media. The impact on their subconscious mind and self-image when tracking their HPA Hours will be INVALUABLE. This mindset is precisely how a $50,000-a-year agent becomes a $150,000-a-year agent.
A career in selling is a tough business and not one for the faint of heart. Selling is frightening for most people because it asks for something from a stranger, which places the salesperson squarely in front of something most of us dread: rejection!
Salespeople tend to avoid prospecting and picking up the phone because that is where they risk the most rejections. Therefore, you must keep them focused on the tasks that will bring the most sales the quickest so that once those sales start flowing and they get that winning feeling, they will overcome their fears and resistance.
The HPA Guide is the culmination of more than 40 years worth of research that contains the very best real estate sales practices. Countless top agents have tested it. The result is that we have plugged every “leak in the dike” to make more sales.
Now, you, the team leader or sales manager, have the opportunity to use the HPA Guide to teach your sales team the difference between an HPA hour and an LPA hour through detailed, focused tracking of their progress throughout the day. Those who use it will at least double their sales.
