Top Sales Time Wasters

By: John Honovich, Published on Apr 02, 2015

What are the biggest time wasters holding you back from selling more?

100+ security sales professionals told us.

As expected, some said 'paperwork' but there was a much bigger, more common time waster than trumped that.

**** *** *** ******* time ******* ******* *** back **** ******* ****?

***+ ******** ***** ************* told **.

** ********, **** **** 'paperwork' *** ***** *** a **** ******, **** common **** ****** **** trumped ****.

[***************]

Indecisive / ********* *********

*** *** ****, *** most ****** **** ****** was ******* **** ********* who **** ****** ********** or *** ******* ***** committing. ******* ********:

  • "******* * ******** ** make * ******** :)"
  • "***** ****** *** ******* for ******* ********* *** know **** ***** ** ahead **** * *******."
  • "*********** *** ***** *************."
  • "*********** ******* **** ***** make * ********. ** have ****** *** *** at ********* ***** ****** about * ***** **** 2 ***** ******* * decision."
  • "***********, ********** ******"
  • "********* ****** **** ****-*** system *** **** **** they *** * *****, it's *** ****, ** we ***** * *** of **** *******, ******* details, *** ******* *********."
  • "*** **** **** **** up ******* **** ****** that ****'* ********** ** wanting *** ***** ********. They **** ****."
  • "******* ******* *** ***** prices. **** ******* **** who **** **** ** do *** ****."
  • "******** ******* ** *** quote/proposal, ********** ** ** the **** ******, ******* the ******** ** *** prospect's **** *** *** review *** ***** *** versions ** *** ***** in ******, ** **** themselves **** *** **** sure ** **** **** wanted."
  • "********* **** **** **** a **** *** **** don't ****** **** **** it ** ** *** to ***** **."
  • "********** ******* ** ** quote ***** *** **** gets ****** ** *** bid/spec ******. ****** ****** they ******* **** *** vendor **** **** ****** out."
  • "********* *** ******* **** an ********** ** ****, send *** ** ***, and **** **** ***** chosen ******* *** ******** to ***** **** ** underbid."
  • "******** ** ********* ***** whim **** **** ** does *** ******* *** new *****."
  • "****** *** ** *** to **** ***** *** comparison ********."

** ******, *** ****** underlying ***** ** ******** qualification. *** ****** ** a **** ******** *** when ****** * *********** walk **** **** ** opportunity?

********** ***** ****** ***** this *** **** ***** than ************ ****, ****** due ** *********** ******* more **** *** *****.

Engineering / **** ******

*** ***** *****, *** secondary, ***** *** ****** engineering ******:

  • "****** ** ******** ** own ********"
  • "********** ****** ** ******* (constantly ******** *** *****...)"
  • "**** ** ****** ********* team *** ******."
  • "********* ******"
  • "********** *** ***** ***** job"
  • "******* ** ****** ******** field ******."
  • "****** ***, **** ***********. The ****** ** **** and * **** ** many ********* ** * need, ************* * ****** sell ********* **** ***'* work ** ***** ** will ***** *** ********* brand ** **** ** my *** ******** *****."
  • "*** ****** ***** **** also **** **** *******. This ** * **** advantage ** ******* ** the ****** ** ** are ***** *** ***** support. **** ****, **** support ***** *** ** time-consuming *** **** ** hour ** *** ***** troubleshooting ** ** **** lost *******."

******* *** *************, **** few ***** ****** ***** traveling ** * *********** time ******, ** ****, especially *** *************, ***** we ***** ****** ** take ***** * *********** portion ** ****.

Comments (6)

For me at least, travelling is not a big time-waster in the sense that I can be very productive too (believe it or not) while sitting at the airport lounge with my laptop, or while waiting to catch my next flight, or simply by "being out of the office", as long as there's WiFi connection back to the company's VPN/Mail Server.

Not sure about other colleagues in the industry, but quite a lot (and I do mean A LOT) of my time at the office is spent receiving and fielding telephone calls (even calls that don't have to concern directly to oneself, but since I'm there physically they pass it to me "because maybe I know and can solve"; mainly tech-support related calls with "newbies" questions from end-users) causing constant interruptions.

So, travelling can be seen as a "productive escape from the office" for purposes of reading & gathering information for a prospective customer or planning for a big project, review your numbers and margins on the Excel price list, doing research online and update your obsolete Powerpoint from 3 months ago, posting on IPVM : ) hehe..., etc. things that are sometimes difficult/impossible to do in the office with others constantly interrupting.

How can my boss be sure that I am productive while out travelling ?? .. I make sure to answer all his e-mails within 3 - 4 hours, the same day.

All of the above is so true , I have a simple rule

BANT

BUDGET, AUTHORISATION, NEED , AND TIME FRAME

Unless you get positive feedback on all these 4 items,you are wasting your time in my experience

Happy easter Smiley face

I love this and agree wholeheartedly. Unfortunately, I've also had plenty of customers who said they had a budget and that yes, they and only they would be making the final decision and they need this ASAP and would like installation in 90 days. Then they get my proposal - inside of thier stated budget - & all of a sudden, this is going to require a committee or superiors decision and/or we didn't get that Grant we were counting on etc.

email is a huge time waster. In recent years I have learned to delete emails more quickly, I have learned to reply to fewer and fewer of them, and I have tried to teach my direct reports to stop using the Cc line as freely. Finally, I encourage my direct reports to pick up the phone and talk to colleaugues, rather than allow a chain of emails to grow beyond 2-3 replies.

Now if you'll excuse me, I need to go clean up my inbox. Again. ;)

Sales Time Vampires walk amongst us.

Qualification of an opportunity does not begin and end with a heartbeat and fogging a mirror. Two rules I have taught in the VBCSP program over the last 15 years;

1) There is no limit to the number of people that will waste your sales time.

2) Remove rose colored glasses when you start selling and ask qualifying questions early and often in your sales process.

If you have to whip out a defibrillator after you deliver a proposal to your prospect you didn't qualify your non-customer and probably wasted about 6-8 hours.

We have have taken to asking the customer for a scope or drawings by email. We assess what it may cost. We then make a call and email the customer the projected budget to determine if they would like to set an appointment. Many times, they will let us know if it is within their budget, or not.

When we do not receive a scope or drawings, we walk the job as normal. Once all of our information is gathered, we formulate a quick budget and again, call and email to determine if it falls within the customers range of budget.

Many times, unless the decision maker is really persistent we can determine if we are a check bid as well.

Mind you, this is not a perfect process. If we have a good feel for the customer's intentions or it is an existing customer we proceed without the procedure above.

Hope this helps.

Login to read this IPVM report.
Why do I need to log in?
IPVM conducts unique testing and research funded by member's payments enabling us to offer the most independent, accurate and in-depth information.

Related Reports on Sales

Dahua USA Celebrates 5 Years of Errors on May 22, 2019
Dahua USA is, in their own words, 'celebrating' 5 years in North America or as trade magazine SSN declared: Dahua Technology finds success in...
Bluecherry Open Sources Entire VMS on May 13, 2019
Bluecherry announced they have "released the entire Bluecherry software application open source with a GPL license". We spoke to Bluecherry's...
10 Facial Recognition Providers Review (Secutech) on May 09, 2019
Adding to our 19 Facial Recognition Providers Profiled report from ISC West, IPVM focused on facial recognition technology for our Day 2 coverage...
Dahua and Hikvision Products Illegally Sold To US Government GSA on May 06, 2019
Dahua and Hikvision products are being widely and illegally sold to the US government GSA. The sellers are falsely claiming these China products to...
Knightscope Adds Just 2 Total Customers In Past Year, Yet Raising Money at $300 Million Valuation on May 02, 2019
This is no longer funny. While Knightscope has laughed it up promoting robot selfies, joking about a 'suicidal robot', the man who attacked a...
Verkada Gets Million Dollar Memphis Spec on Apr 29, 2019
The US city, most famous in video surveillance for standardizing on Hikvision, has issued an RFQ for 962 Verkada cameras due Wednesday, May 1,...
Verkada Gets Half Billion Dollar Valuation on Apr 26, 2019
Last week, when we profiled Verkada (The Fastest Growing Video Surveillance Sales Organization Ever - Verkada), we predicted they would raise $40...
Verkada Salesman: IPVM "Stuck In A The Stone Age" on Apr 25, 2019
Verkada is 'tackling dinosaurs' and battling those, like IPVM, who are 'stuck in a the stone age'. Verkada's recent sales recruiting promotion...
Ex-Integrator Now Growth Strategist Interviewed on Apr 24, 2019
For more than a decade, Scot MacTaggart was a security integrator (at PA-based PSX). In late 2018, he left the industry. He is now a Growth...
19 Facial Recognition Providers Profiled on Apr 23, 2019
IPVM interviewed 19 facial recognition providers at ISC West to understand their claimed accuracy, success and positioning. 9 from China, where...

Most Recent Industry Reports

NJ Law Requires Apprenticeship For Public Works Integrators on May 24, 2019
Few integrators do a formal apprenticeship program. However, now a NJ law is requiring any integrator on public works projects (such as state...
Security / Privacy Journalist Sam Pfeifle Interview on May 24, 2019
Sam Pfeifle is best known as the outspoken former Editor of Security Systems News. After that, he was publications director at the International...
Verkada Video Quality Problems Tested on May 23, 2019
Verkada suffers from numerous video quality problems, not found in commercial IP cameras, new IPVM testing of Verkada vs Axis and Hikvision...
Average Frame Rate Video Surveillance 2019 on May 23, 2019
What is the average frame rated used in video surveillance systems? In IPVM's 2011 statistics, the average was 6-8fps increasing to ~10fps in...
Access Control Job Walk Guide on May 22, 2019
Significant money can be saved and problems avoided with an access control job walk if you know what to look for and what to ask. By inviting...
ASCMA / Monitronics Declares Chapter 11 Bankruptcy Plan on May 22, 2019
Monitronics is entering into Chapter 11 bankruptcy. The company, also called Ascent Capital Group Inc., aka ASCMA, aka Brinks Home Security,...
US Considers Sanctions Against Hikvision and Dahua on May 22, 2019
The US government is considering blacklisting "up to 5" PRC surveillance firms, including Hikvision and Dahua, Bloomberg reported, with human...
Dahua USA Celebrates 5 Years of Errors on May 21, 2019
Dahua USA is, in their own words, 'celebrating' 5 years in North America or as trade magazine SSN declared: Dahua Technology finds success in...
Axis ~$150 Outdoor Camera Tested on May 21, 2019
Axis has released the latest in their Companion camera line, the outdoor Companion Dome Mini LE, a 1080p integrated IR model aiming to compete with...
Covert Facial Recognition Using Axis and Amazon By NYTimes on May 20, 2019
What if you took a 33MP Axis camera covering one of the busiest parks in the US and ran Amazon Facial Recognition against it? That is what the...

The world's leading video surveillance information source, IPVM provides the best reporting, testing and training for 10,000+ members globally. Dedicated to independent and objective information, we uniquely refuse any and all advertisements, sponsorship and consulting from manufacturers.

About | FAQ | Contact