Inside Sales Time Management: A Day in the Life of BDA
8-9 AM: Cold Calling - I start the day off early to try and catch some executives before their secretaries get into the office. I manage to get three people on the phone in an hour including the VP of corporate strategy at a large consumer goods company. I set up time for him to meet with my sales executive next week.
9-10 AM: Organizing - By this time, the office is buzzing. After I socialize for a while, I get organized for the day. Since I work on three different clients, it’s important that I keep up with all of my emails and my sales executives. I confirm that yesterday's meetings occurred, and get some feedback on how they went. One of my executives has a $30,000 proposal out on one of the meetings I scheduled last week!
10-10:30 AM: Client follow-up - I have a call scheduled with one of my sales executives to discuss the meetings I set up for him last week at Company X. Most went well, but there are a few more people at the company he wants to get in front of. He gives me a fairly detailed overview of the innovations in this space and I draw up some talking points for future calls.
10:30-11:30 AM: Cold Calling - I make calls for a client in the sales space, most of their territory is on mountain time, so this is a great call window.
11:30-12:30 PM: Lunch! - It's Wednesday, which means our favorite food truck is making a cameo in Rosslyn today! I rally a few other BDAs and we head to District Taco to beat the lunch rush.
12:30-2:30 PM: Prospecting - I use the Internet initially, but then I get on the phones and start having discussions with people at the companies I am prospecting. I’m looking for insight into their sales process and to make sure I am getting the right people on my list.
2:30-3:30 PM: One-on-one time - I meet with David, Vorsight’s co-founder, to review some of the phone calls I have recorded on TeamVisibility. It is pretty funny to listen to myself on some of these calls! It is also pretty easy to see where I can improve. David and I come up with three things for me to work on before our next coaching session. We also take some time to discuss my future at the company, and what kind of role I ultimately see myself in.
3:30-4:00 PM: BREAK - I head to Starbucks with one of the BDAs. We get back to the office and play a game of ping-pong before getting back to work.
4:00-5:30 PM: Cold Calling - I get back on the phones to hit the end-of-day call window. One of the other BDAs is starting to work on my client so she comes to sit at my desk so we can make calls together. We take turns pitching as we get people on the phone. Working with other people is a great way to make the job more social and pick up some new tactics. Before heading out, we are each able to get a meeting for our clients!