Everyone is given exactly the same amount of time each day. It
is up to us to manage this time as we would any other precious,
nonrenewable asset. In the world of commission sales, time is
indeed money! Time management is at the very core of being a
successful salesperson. Effective salespeople know how to
concentrate on results while ineffective salespeople concentrate
on just being busy. Counting time is not nearly as important as
making time count. Effective salespeople focus on task
achievement rather than tension relieving diversions. By
incorporating the use of proven time management techniques into
your daily routine, you will earn more money and experience less
stress in your life. Avoid procrastination in all of its
attractive forms. Learn to separate the important from the
unimportant and develop a “Do it NOW” attitude. People manage
time by managing their activities and managing activities begins
with planning. Effective time managers understand the importance
of “planning their work and then working their plan.” It is up
to us to respect time and give it both meaning and value. If you
want to know the value of a year, ask a P.O.W. that has lost his
freedom. If you want to know the value of a month, ask a mother
that has given birth to a premature baby. If you want to know
the value of a week, ask the editor of a weekly newspaper. If
you want to know the value of a day, ask a schoolboy on the last
day before summer vacation. If you want to know the value of an
hour, ask a criminal sentenced to death. If you want to know the
value of a minute, ask a person that just missed their fight. If
you want to know the value of a second, ask a person that just
avoided a serious car accident. If you want to know the value of
a millisecond, ask an Olympic silver medallist.
1. Plan your day the night before. List and prioritize the top
five objectives you desire to accomplish when you get to the
office. Start with the number one item on your list and stay
with it until it is complete. Try to do the most difficult tasks
first.
2. Your first priority as a salesperson is to make appointments.
If you do not have an appointment with a prospect, then get on
the phone and make one. I recommend you make your phone calls in
the morning when you are fresh and alert.
3. Let your friends and co-workers know when you do not want to
be disturbed. Close your office door and stay focused on the
task at hand. An open door invites continuous distractions.
4. Get to the office early. You will never be successful in the
sales profession if you get into the habit of coming to work at
the “crack of noon.”
5. Avoid long personal phone calls, lunches and coffee breaks.
How much of your day do you spend with a client or actively
prospecting for new business? You may want to start an activity
log and track how you spend your time.
6. Delegate, delegate, delegate. Avoid the temptation of doing
administrative duties and paperwork. Salespeople historically
tend to hide behind their paperwork. Focus your efforts on the
things that you are licensed or hired to do and consider
employing someone else to handle your paperwork. If you have any
doubt, ask yourself “What is the best use of my time right now?”
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