It is amazing to think that if you can give yourself 1 more hour a day, it can equal up to 6 more weeks of selling time. Here are some sales tips and advice on how:
• Let's say, with vacation and holidays you work 48 weeks a year
• 5 days a week x 48 = 240 days
• 1 more hour a day to sell = 240 hours
• 240 hours divided by a 10 hour day = 24 more days
• 24 more days divided by 5 (days a week) = 5 weeks (-1 day)
So how can you give yourself back 1 hour a day? Examine the list below and ask yourself where you might waste too much time doing any of these items:
1. Do I check my e-mails at pre-designated times or do I react to each one as it comes?
2. Do I "batch" certain administrative functions (paperwork, quotes, proposals) and do them all at once, or do I do them as they are requested?
3. Do I qualify requests from customers, prospects and internally regarding when they need something vs. just jumping at the request?
4. Do I leave a voice/e-mail message letting people know when I am/not available?
5. Do I delegate and follow up many tasks, vs. doing them all myself?
6. Do my customers know the right people to contact for different needs, vs. coming to me for everything?
7. Do I have ONE system where I keep notes, to dos, etc?
8. Am I good at multi-tasking (for example checking e-mails and talking on phone)?
9. Do I type well?
10. Do I know how to operate the software packages and internal systems well?
11. Do I procrastinate and push off the lengthy or difficult tasks (even though they may be the most important)?
12. Am I good at handling all the different paperwork that comes my way?
13. In working my territory, do I try to make multiple appt's. in the same area at the same time so I don't have to waste time traveling back and forth?
14. Do I browse the web on unrelated work items?
15. Do I gossip too much?
16. Do I qualify appt's. as to whether I can do them on the phone vs. in person?
17. Do I qualify internal appt's. as to whether you should attend or not?
18. Do I use my selling hours to sell and do non-sales tasks at the appropriate time?
19. Do I plan and prioritize the events for each day or week ahead of time and try to keep to it as much as possible?
20. Do I set proper expectations with all as to when I will respond to them or do I just do whatever they ask whenever they ask?
21. Am I still smoking which is wasting time and killing me?
Another way to look at is via the old proverb "time is money." Look at the table below to see how much money you are losing by wasting 1 hour a day:
WEEKS WORKED PER YEAR | HOURS WORKED PER DAY/WEEK | DESIRED INCOME/ANNUAL HOURS WORKED | VALUE OF EACH HOUR | REDUCED REVENUE IF WE WASTE 1 HOUR PER DAY |
50 | 10/50 | $100,000/2,500 | $40.00 | 250x40=$10,000 |
|
| $150,000/2,500 | $60.00 | 250x60=15,000 |
However you look at it, even if you want to give that hour a day back to yourself for non-work related areas, it pays to be focused and organized!