It’s August 2020. This is the fastest, slowest year. What have you accomplished? Are you happy with your sales results? I have been in a funk since the Ides of March. Moving forward, ask yourself, “Is what I’m doing right now the most important use of my time?” Well, is it?
How many times have we heard, “Time is money?” There are 168 hours in a week. We cannot buy any more hours. We have to ensure each hour provides maximum productivity.
Mondays do not get me down, even if it’s raining. Mondays are 20 percent of our work week. Mondays provide the foundation for another great selling week. Ways to manage your time include:
Start early: Wake up. Get out of bed. Drag a comb across your head. Get a cup of coffee and attack the day.
Selling hours: Organize your day around the hours when you should be talking with suspects, prospects and customers. If what you are doing during these hours is non-revenue generating, it is not the most important use of your time.
Work late: Be the last one to virtual happy hour. Your customers are working late. Your competitors’ customers are working late.
Maintain discipline: Stay focused on completing high payoff activities during selling hours. This is not the time to mow the lawn or clean the pool. Unless you get paid to manage social media, stay away from Twitter, Instagram and videos of cats.
One more call: When it is time to call it a day, make one more call. An extra call a day is 250 more calls a year. Your competitor is at virtual happy hour; call their customer.
Measure your results: How many sales needed to reach revenue goal? How many calls to make one presentation? How many presentations to make one sale? We measure results so we can manage our activity.
“Is what I’m doing right now the most important use of my time?” Well, is it? Remember to always stay on task and Heat Up Your Sales!
