There are many reasons why the “Closed – Lost†opportunity occurs. One of them is competition, which can lead to pricing wars and internal politics.

I’ve found that the most important factor in a deal is time. The longer it takes to close, the less likely it will be successful.

“Sales Time Hacker Clock†Defined:

The sales clock is the time between any action a salesperson does and when the prospect responds. If too much time passes, it can be harder to close a sale.

Sales time hacker clock management is about following up with clients in a timely manner to make sure they are satisfied and don’t have any questions or concerns.

As a deal gets closer to closing, the company and client have more back-and-forth. The timeline starts shrinking.

We need to take care of contract issues, terms and pricing. We also need to make sure that the client gets what they want when they want it.

If you want to manage the sales clock more effectively, keep reading and I’ll tell you 4 easy ways.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀

Sales Killer Clock Management

Here are a few tips to help you avoid wasting your time at work.

2)  It is important to set clear expectations upfront with the client so they are never left wondering about what you want from them.

More recently, I’ve been doing a better job of asking for more information from applicants at the end of my first telephone interview.

I always get back to my clients within 24 hours, and I expect them to do the same.

I’m not trying to tell them they have to respond quickly or within the same timeframe I will. I just want a general idea of what’s expected so that my follow-ups don’t become bothersome.

If they tell me it will take a week, then I’ll give them a week to follow up. If not, I plan on reminding them of what they committed to me and ask why their timeline changed.

When you are interviewing someone, ask them if they feel comfortable saying “no” to your requests.

From my previous post, I recommend asking the client upfront if they are ok with telling you “no†at some point in the sales process. This way it won’t come as a surprise to them.

When someone is looking for a job, they usually start by asking you whether or not it’s available. You should be ok with them telling you no at this point so that later on, when they contact about the position again and ask if its open yet, there won’t be any confusion.

If they don’t respond to you later on in the sales process, make sure that if it is a promise, remind them of what they promised and hold them accountable.

I summarize my conversations with people. This is important to do as they help me understand what I spoke about, and also so that if there are details of a conversation I don’t remember, the summary will remind me.

I always let my clients know after every call that I will be summarizing our conversation in an email, and they need to respond confirming the key takeaways.

This is a quick summary of the main points in this e-mail.

The key to this is for the client to reply and confirm that what they are saying in an email is accurate. If you do this with every call, then you can hold them accountable because each one would have been confirmed as being true.

4)  Always make sure you don’t spend too much time without getting anything in return.

If a client asks for more time to make a decision, we need to try and get something in return. For example, if they want us to take more risks on the deal or commit money up front.

I try to get things like a referral to another department, an intro with the procurement or legal team so that we can expedite things later on. If I have any of these items secured for them, it makes my decision-making process easier.

What Do You Think?

Sales clock management is important because it will help move deals through the pipeline more efficiently and quickly. You also need to be able to disqualify a deal early if they aren’t going anywhere.

But it’s not just luck. You have to manage your accounts carefully and proactively.

It’s important to balance time and quality in sales. The worst thing you can do is take too long for a deal, so it’s key to make them happen as quickly as possible.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following: 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. 😀
Editors Note:

Want to help contribute to future articles? Have data-backed and tactical advice to share? I’d love to hear from you!

We have over 60,000 monthly readers that would love to see it! Contact us and let's discuss your ideas!

Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.