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Thursday, April 25, 2024

Sales Focus – Manage your time to heat up your sales


Wondering where all the time goes? Well, let’s see if you recognize these potentially problematic activities.

How many minutes this week did you spend…

…watching the clock?

…searching for something you misplaced?

…deciding what to eat for lunch?

…reading emails two or three times?

…staring out the window?

…texting someone because you are bored?

…shopping on-line?

…cleaning your desk?

…thinking about calling a prospect?

…watching reel after reel on social media?

…complaining about things without offering any solutions?

…getting bogged down decorating the office?

…checking your phone every time you get a notification?

…updating your passwords?

…planning what to do today, instead of planning for today last night?

…reading a book or watching the news?

…thinking about organizing instead of organizing?


Workplace distractions are a large obstacle to Heat Up Your Sales. Studies show 91% of employees feel distracted, with up to 56 disruptions per day. We then waste about two hours each day refocusing our attention back to what we were working on. We waste the equivalent of 20 days, or four whole work weeks a year. What could you do with 20 more workdays?

For me, the top five items keeping me from selling are e-mail, social media, fire-fighting, visitors and administrative things. Schedule email two times a day. Schedule time to work out. Schedule time for self-improvement. Most importantly, keep those appointments.

Use the three D’s: Delegate. Delete. Do Later (NST). Delegate administrative things and as much busy work as you can. Delete unnecessary tasks, and Do Later non-selling tasks.

I know it is very difficult to maintain discipline: We must stay focused on completing high payoff activities (networking, prospecting, scheduling appointments, selling, handling stalls and objections, closing sales) during selling hours. This is not the time to shovel the driveway or paint the kitchen ceiling. Unless you get paid to manage social media, do not spend time on Twitter, Instagram, and videos of cats.

Remember the question? Is what I am doing right now the best use of my time? Organize. Plan your day. Set your objectives, hustle, and give your professional best.

Call to action: name one thing you accomplished today. Write the one thing down every day. At the end of the week, instead of saying, “I didn’t get anything done again this week,” your five-item list is the beginning of a trend to Heat Up Your Sales and make 2023 your best year ever!

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Mike Cooper
Mike Cooper
Mike Cooper is Certified Sales Coach at Sales Kitchen and Board Member at RideAssistNaperville.org. Contact him at Mike@SalesKitchen.com.


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