Ryan DohrnPresident/Founder, Brain Swell Media · Keynote Speaker - Emmy Winner - Billion Dollar Sales Coach - Niche Media Conference Owner - Media Revenue Strategist

20-60-20 Rule of Time Management | Ryan Dohrn - Sales Training Tips and Sales Advice

12 May 2021 · 2 min

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1:42

In this short sales‑training video, Ryan Dohrn, a Global Sales Coach, introduces the 20/60/20 rule for daily time management in sales. He breaks a salesperson’s day into three activities: new business development (≈20% of time), in‑progress meetings and customer service (≈60%), and customer retention (≈20%). He explains that while new business is essential, acquiring a new customer costs five times more energy and money than retaining an existing one, making retention equally critical. Dohrn urges viewers to map their day according to these percentages, stay highly organized, and remember that sales success requires effort and discipline. He ends with a call to action to contact him via his website for further help.

Chapters

Hey friends, Ryan Dohrn here, your Global Sales Coach. Hope things are going well. This is your sales training tip of the week. Love for you to consider what I like to call the 20/60/20 rule of time management. There's 3 main things that all of us in sales land should be doing every day. New business development, about 20% of our time spent on that. Then we've got our in-progress meetings and customer service, About 60% of our time spent on that. And then the one piece that everybody always seems to overlook, and that is customer retention. About 20% of our time should be spent on that. But why, Ryan, isn't new business development more important? Well, I don't think there's either more important than the other, but I do know this: it takes 5 times the energy and 5 times the money to get a new customer. So why don't we retain like crazy? And do everything we can to keep our customers for a lifetime. So remember the 20/60/20 rule. Map out your day and make sure you're spending about 20% of your time on new business, 60% of your time on meetings and customer service, and then another 20% on retaining those customers for a lifetime. Time management, friends. Sales is all about being highly organized if you're going to be highly effective. And don't forget, If sales was easy, everybody'd be doing it, and they're not. So we're either crazy— it's possible— or friends, we found a career that'll feed our family for a lifetime. If you need some help, reach out to me over at ryandohrn.com. Take care, friends.