Time available for selling is a critical issue for everyone in sales. But there are many things, both necessary and unnecessary, that distract from that time. Thinking of sellers chained to their desks, constantly on Zoom, telephone, or other meetings. Constantly doing email and social outreach, is unrealistic and unreasonable.
But before I go into a further discussion about time available for selling, let me first define how I look at time available for selling.
Time available for selling is the time sellers spend preparing for a customer interaction, the interaction itself, and the follow-up from that interaction.
