Today there are many priorities and client issues for a professional salesperson to balance. There are limits to how much work can be done in one day by one person. The important issue to understand here is that time waits for no one. In the selling profession, time use and time management are valuable resources to work with.
Forget about working long hours; focus on working effectively and directly in just 5 hours. Elevate the quality of business that you create and implement in this time.
If you are struggling with getting results in your market or your industry, it is likely to be the case that you are not using your time very well. Here are some tips to help with that:
- Time is valuable – In any 8 hour working day, only 5 of those hours will be very effective. That fact is largely due to competing people, clients, personal performance, and issues that arise that cannot be controlled. Expect to be interrupted but control your response. Make 5 hours of your day highly effective. Do the things that really matter in those 5 hours.
- Control your diary – Don’t let others book you in for appointments. If you are a professional salesperson, make your workload decisions and diary entries yourself based on priorities and people. If the issue or person is not important, then don’t put it in the diary; delegate unnecessary issues.
- Take notes – From every meeting and conversation take notes in a suitable book that can be referred to later when time is less intense. In that way you are not letting immediate things overtake your work priorities. Carry your notebook with you for this purpose. Change your notebook at the end of each month so you have a reliable reference system that you can look back on if important issues arise.
- Circadian Cycle – It is a known fact that the beginning of the day is far more effective for most people when it comes to getting things done. The observation is known as the ‘circadian cycle’. Manage your diary so that the most important things are done in the morning; they should be the things that can bring you the best results.
- Pareto Principle – Most people know that this is the 80/20 rule. It is an observation from the times of Vilfredo Pareto (an Italian Economist from the late 1800’s). He determined that 20% of actions will bring 80% of results. This then says that we should all take the time to focus on important issues for at least 20% of the day. In business and professional selling that is a good rule to have.
- Technology – With the advances of technology there are many tools to help us stay organised and communicate with others. Effectively these technology tools can save us a lot of time. The tools can also help us to remain in contact whilst out of the office. There is no real reason for a salesperson to sit in the office waiting for the telephone to ring; professional salespeople should be out of the office and in the market talking to clients and prospects.
Simple rules like these help us stay on track in professional sales today. Are you up to the challenge?