Issue link: https://www.e-digitaleditions.com/i/276079
14 FEDA News & Views Sales Challenges continued LED LIGHTS - THE BRILLIANT CHOICE FOR FOODSERVICE LED lights are the energy-efficient, money-saving choice to replace incandescent and fluorescent lights. Component Hardware offers a wide variety of LEDs – all UL and NSF listed, with low wattage, high lumen output and 50,000 hour life. high lumen output and 50,000 hour life. © Copyright 2014, Component Hardware Group, Inc. 01/2014 • 7W Edison-base LED bulb for reach-in refrigerators • 20W Edison-base LED bulb for canopy hoods • 24" and 48" surface mount LED fixtures for walk-in coolers and freezers • 24" and 48" recess mount LED fixtures for canopy hoods • T4 linkable light bars for display applications Coming soon…a 20W Edison-base Passive Infrared MOTION SENSOR bulb for walk-in coolers and freezers. Call or email us for a complete LED Lighting catalog and price list. 800-526-3694 • 732-363-4700 • sales@componenthardware.com. continued on page 26 3 Challenge 3 This is the greatest challenge for field salespeople today, and correspondingly, the greatest opportunity for significant improvement. A little bit of time and thoughtfulness invested in improving your time management disciplines will return greater results than any other place in a salesperson's job. The solutions to effective time man- agement are larger and more complex than we can describe in the space of this article, but here are three key practices to help you get started. First, think in terms of effective ver- sus efficient, and strive for effective. "Effective" means doing those things that bring you the greatest return, while "efficient" means doing things in the most economical way. Most salespeo- ple waste huge amounts of time trying to do more efficiently what should not be done at all—because it's not effec- tive. For example, some will ask the customer to call them for every issue, back order, pricing problem, invoice issues, etc. So, their days are filled with calls from customers, voicemails (during the process of returning calls), interrup- tions (resulting from taking these calls), and frantic calls from inside sales and operations (working in tandem to get problems solved). This sucks up a great amount of time and causes the salesper- son to invest in clerical, non-selling time. Instead, it is far more effective to train your customers to call the appropriate person inside your company--customer service, accounts receivable, etc. This will relieve you of all the hectic busy- work you previously made for yourself, the customer gets better service, and you have freed up two to six hours per week that can be invested in sales time. Here's a simple discipline that will help. Ask yourself, several times in the course of the day, "Am I doing the most Finding the Time Most salespeople waste huge amounts of time trying to streamline tasks they shouldn't be doing at all, according to Dave Kahle, the author of Ten Secrets of Time Management for Salespeople.