In business today a salesperson just has to be effective. That includes a number of things such as getting to your clients and current sales or orders every day, building market share, and finding new business. Time therefore becomes a precious factor in the average working day for a salesperson.
Here is an observation for you.
‘Your day will fill itself up with things for you to do’.
It is a known fact that many things will happen each day that you do not expect. Your day will therefore become complex and demanding. As salespeople we have to build our day to some system. In only this way will you get some results on the things that really matter.
On average, at least 33% of your working day should be controlled to the point that nothing will take over and interfere with that segment of the day. You can then do the key things every day that are essential for you to grow your business. In most cases with salespeople, that will be the key task of prospecting.
When you have done all your prospecting for the day, you can talk to other people and do other things that are important but not essential to your income and market share. Don’t let life’s pressures take over your day entirely. If you can control some of your day with essential activities you will feel that you are starting to get somewhere.
When you feel that you are in ‘control’ the business around you, your efforts will be easier to direct and results are easier to achieve. ‘Out of control’ salespeople are a waste of time for the business and themselves. Develop your system of control and exercise it every day.