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Sunday, November 3, 2024

Sales Focus – Manage your time to heat up your sales

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It’s August, 2024. This year is flying by. What have you accomplished? Are you happy with your sales results? Are you on track to achieve your 2024 plan? 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; and it seems like it has been raining since the snow melted. Mondays are 20% 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 happy hour. Your customers are working late. Your competitors’ customers are working late. When is the last time you called your competitors’ customers?

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 X (formerly known as 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. If it takes 10 calls to secure an appointment, you will make 25 more appointments this year.

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.

Ask yourself, “Is what I’m doing right now the most important use of my time?”

Well is it? Remember to manage your time, stay disciplined, and Heat Up Your Sales!

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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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