Sales Professionals ! Let's talk about your favorite subject - TIME MANAGEMENT ! This subject has more directions than a litter of kittens with their eyes open ! And it is a perfect example of that ole axiom of continuing to do the same as you have always done and expect different results - that's INSANITY !
With the challenges that a normal new year bring plus the "recovering" economy, your time management skills could possibly need some attention / redefinition / correction. There are a multitude of resources and materials to head in that direction. So please do yourself a favor and invest some time and effort in improving an aspect of your career that could increase your income. To assist; here are some suggestions ( in no particular order and ones you might have heard before ) :
A. Don't answer your cell phone or desk phone every time it rings - utilize voice mail - explain to customers and potential customers that you check messages every hour and will reply asap. Phone call interruptions interfere with concentration and momentum and get you easily (even though justified)distracted ( never returning to what you were doing or if so you may have lost some profound thoughts ).
B. Utilize some type of TO DO list to which you add and cross out items as they appear and get accomplished in your task load. Some type of prioritization is essential. Some of my clients utilize color coded TO DO lists. At least two of my long term clients utilize color coded index cards - the small ones.
C. If your manager or coach does not require a weekly plan and / or a weekly accomplishment list; then do one yourself. You remember "Plan Your Work & Work Your Plan" ! Start out every Monday AM with a PLAN in hand ( not just appointments but what else you intend to accomplish for the week ). A lot of Salespeople are "gunslingers" beyond belief and get ego gratification by being perceived successful without a PLAN. If they just realized how much more successful they could be with more focus and time management.
D. It is a fact that most of us "sales professionals" really enjoy the flexibility that a sales career can allow you to enjoy ( especially, if you are successful ) being in charge of your own schedule ( with a few exceptions - like managers and customers ). However, that lack of discipline and supervision can greatly affect your success. Working longer hours and working smarter can greatly affect your success. When I'm trying to contact customers ( new, continuing, prospects, leads, etc.); I can find more of them in the office ( answering their own phone ) before 8 AM and after 5 PM.
E. Utilization of a database (inhouse or yours) is essential and will contribute to your success. You call it goldmine, your CRM, or whatever; if you are not on top of utilizing it by putting in details daily and utilizing any "bells or whistles" to remind you of follow up actions - then you are missing the boat !
It is time consuming to input details and it is easy to procrastinate - but you go to do it !
Onward Sales Professionals !
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