Tramazing Resource Blog
Salespeople who understand how to manage the game clock for maximum effectiveness will outsell their competition every time. I had two fantastic experiences this week with sales professionals who displayed excellent management of the game clock, or for our purposes, the sales clock.
“Time kills deals!” I still remember the first time a sales manager said that to me. It was early in my selling career and my manager had just asked me about an opportunity that continued to push. First, it was a one-month push, then two months, and then it was over, and I had lost the sale.
Years ago, I was introduced to a concept that I found really helpful in the management and motivation of my sales team, and then as my responsibilities grew, I found it was beneficial to the entire company. It was called “Good News Friday.”