One of the great things about sales is that you “sort of” don’t have a boss.
We’ll you probably do have a boss (that’s why I said “sort of”). But in sales you do have a lot more control over your time and what you do than the average wage slave does.
That is one of the great things about being in sales.
You have a lot of control over how you use your day, so you have to make sure you use your time well.
The key to successfully managing your time in sales is simple…
Focus on the money.
There is always more to do than there is time to get it all done.
So every day, you must do first the activities that will make you the most money.
Some days this will be prospecting work. Other days this might mean scripting and practicing a demonstration for a large deal you have a good chance of closing. It may vary day by day.
Whatever has the highest payoff for you this day, this week, this month, and this quarter though has got to come first.
If prospecting is your most important activity, then get to it first. If you set a goal to make a certain number of contacts, then if you can always stretch your time out as needed to make your goal, IF you do this first.
If you are scripting out and preparing for a big demonstration, get started on THAT first. There’s almost always more to do on such sales “projects” than you will have time for. When you do this first, then you can be sure to spend the most time possible until you reach the point where you know that you have prepared sufficiently.
Successful sales people know from experience what I say is true.
There is always more to do, than time to get it all done. So do the stuff that makes you the most money first, and put the lesser stuff off till later.
Later may never come, but you’ll get the stuff done that makes you and your company the money, and that’s what matters when you are in sales.
Sell with Pride,
Shameless Shamus Brown
P.S. Making more money comes first for me, just as it must for you. Right behind that is learning how to make even more money with the same or less effort. Discover how to get more money out of every hour of every day with the Persuasive Selling Skills Audio Program right now.