Failing to focus rigorously on our own activity reduces efficiency and consequently reduces results, because there isn't a salesperson alive that believes they have enough time in their working week to complete all the activities they want to achieve!
Time is a huge constraint on salespeople's activities so that when their manager asks them for more, it's no wonder that they are overwhelmed.
Here are twenty essential questions that I ask myself at the end of every day; and maybe you should do the same:
• Did I accomplish all of my high-priority goals?
• Did I reach or surpass all of my other goals?
• Did I invest as much time as I planned in persuading others?
• Did I contact every prospect that was on my list today? If not, why not? What prevented me?
• How much time did I spend prospecting for new clients?
• How much time did I waste procrastinating today?
• What is the most productive thing I did today?
• What is the least productive thing I did today?
• Of the things I consider a waste of time, could I have avoided them or eliminated them?
• How much did I spend doing something that will profit me? Can I devote more time here?
• Was today a productive day for me? For my company?
• Did I take care of all the paperwork I needed to care of?
• How many of today's activities have helped me achieve my goals?
• How much time did I allocate to my family, friends, etc.?
• What can I do to improve the quality time I need to spend with my family/friends, etc?
• How much time did I allocate to me?
• If I could live today again, what would I change?
• What did I do today that I feel really good about?
• Did I send 'thank you' notes to the people who gave me business and to those who helped me secure that business?
• What or who wasted the greatest amount of any time?
Finally, And In Summary, Here Are Ten Common Time Traps to Be Avoided
• Desperately seeking what should not be lost - Become more organized
• Failure to do the job right the first time - Work to 'Right First Time' principles
• Procrastination - Get to the Point
• Unnecessary or unnecessarily long telephone calls - Be Succinct
• Unnecessary or unnecessarily long meeting - Be Rigorous
• Check lunches that last too long - Be Honest
• Negative thinking - Be Positive
• Driving time - Plan
• Unconfirmed appointments - Be realistic
• Laziness - Be diligent - Productivity = Results
Remember:
The most important word in time and self-management is.........NO!
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Today's Top Sales Article is: "14 Steps To Successful Cold-Calling" By Mark Hunter
and finally, Today's Top Sales Contributor is Niall Devitt