By now, you’ve probably heard the saying, “Failing to plan is planning to fail.” With power hours, it’s especially true. For them to be effective and deliver on their promise of increased productivity and more sales opportunities for your sales reps, it’s vital that you plan them carefully.
With that in mind, here are some strategies and tips you can use to not only implement sales power hours in your business but also make sure they’re successful. It’s important to note, however, that when you implement power hours, how you do it, and what your goals are with these power hours will largely depend on your business’s goals and requirements.
Have Everything Ready
The cornerstone of your planning should be to have everything ready in advance before a power hour. And by “in advance” we don’t just mean shortly before the power hour, but days and weeks in advance.
If you plan on introducing power hours in your business, you should let your SDRs and BDRs know well in advance. Remember, most of your representatives might already have a routine they follow and a system they use to approach prospects.
When you introduce a new system without notifying them, you’ll interfere with their current routine. This could, in turn, have unwanted results and could even lead to a loss of productivity.
Also, by discussing power hours with your team in advance, you’ll get them on board with the benefits they can bring. After all, the more productive they are, the more money they can make, so if they see the benefits they’ll be more likely to embrace the process.
Also, plan the details in advance as to who is calling whom, what territories are open, and what industries you’ll be attacking during the power hour. Having a strategic prospecting plan for your sales power hours ensures that BDRs and SDRs call the hottest leads in the sales pipeline. Without a list of hot leads, you risk wasting valuable time.
When you do your planning upfront and give your SDRs all the tools and information they need, you’ll eliminate delays and enable them to call as many prospects as possible during the power hour. You can almost think of your planning as laying the foundation for its success.
Set Goals
As mentioned earlier, the ultimate goal of a power hour is to allow your team to be more productive, reach more prospective clients, and create more sales opportunities.
To achieve the results you want, it’s vital to set measurable goals for your sales power hours. When you do this, you’ll ensure that your team knows what it’s working toward, and it gives you something to measure your actual results against.
Instead of saying your SDRs should make 20 calls during the power hour, you should give them goals like getting prospects’ contact details, setting qualified appointments, or speaking to key decision-makers.
