Time Management in Sales Teams

When you work as a professional salesperson, your time is your most valuable resource.  How you spend your time will impact on your income.

It is a fact that the the greater your success in sales, the greater the pressure will be on your daily activities.  For this reason you do need a plan of control.

Here are some tips to help you with managing your business activity and your sales opportunity.

  1. Each weekend, review the activities of the last week to identify the current opportunities moving forward.  They will need to be carried into the next week with the correct amount of focus and commitment.
  2. Plan the week ahead so that at least 1/3 of each working day is under some form of personal control.  In that time frame, you can do the things that are most important and that will have impact on your growth of market share and client connection.  When you believe you are under some control, you make better decisions and take the action.  That is why at least 1/3 of the working day is so important to your momentum.
  3. From the previous point, the other 2/3 rds of the working day can be set aside for those reactive issues and pressures that arise each day.  Clients, fellow staff members, and managers will impose on your time so move them into the remaining 2/3 rds of the working day.
  4. Spend 15 minutes at the beginning of the day planning the activities that you need to get to.  Write them into a written diary as a process of organisation.  Prioritise the main and important issues that must be done on that day.  This has been proven to be highly effective as an organisational tool in business.  The success of the process has a lot to do with how the human brain deals with pressures and time.
  5. Allow for some slack time in the day where you can relax and regroup.  The best time to do this is around the middle of the day as part of your lunch break.
  6. The circadian cycle is part of the biological clock of human performance.  It shows that you have two peaks of effectiveness during the day.  The first peak is between the hours of  7.00 AM and 11 am.  The second peak is usually between 2.00 PM and 6.00 PM.  Use these windows of time to do the most important things in your business day.
  7. When you get involved in a complex and time consuming issue, it takes about 20 minutes to get deeply into the task and committed to the process.  Keep people away from you so that this 20 minute momentum is not broken and reset.  After the initial 20 minutes, you are good for the next 2 hours of focus and dedication to the task.
  8. As you achieve things during the day, cross them off the list in your diary.  This single process gives you the feeling of momentum and completion.  At the end of the day you will have a number of things that have been crossed off the list.  This is a success process and valuable to the mind as you struggle with work pressures.

Don’t equate being busy with being efficient.  They are totally different things.  In professional selling, efficiency is far more important than anything else.  Don’t attempt to do more than you are capable of in the time frames available.  Recognise the time has to be used wisely.