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time is life
Each day contains a package of 24 hours, which are evenly divided between all of them. It’s up to us to make the most of the 24 hours of each day that we are all given. There is so much to do and so little time is the common complaint these days. Within those 24 hours we have to work, sleep, take care of our bodies and minds, take care of our families, pursue our hobbies, and keep our mothers-in-law happy. We must use these hours to grow, produce and advance by properly managing time. The effective 24-hour management of the fixed quota makes us all fulfill our tasks and improve our personal and professional quality of life. When time is properly managed, it brings the highest return on invested energy.
For sales professionals, time is money. They are not paid by the number of hours worked – to “strike a clock”. You get paid to get results – sales results over sales. Therefore, it is imperative that sales professionals manage their time properly and make the most of it. Time management is a crucial skill for professional happiness. Your income, your home, all your dreams and aspirations depend on it. Remember that you cannot manage time; All you can do is manage yourself in terms of time.
manage time
The art of time management is based on a few simple and proven techniques. With practice, it can become an ingrained habit that can lead to amazing sales results.
o Get Organized: Getting organized is the first step to effective time management. Very successful salespeople have chalked out their calendars for a year ahead. Create an organizer and plan your tasks according to your top sales priorities. List things to do. Minutes make an hour, so put in your plans to get things done down to the last minute. Three minutes to read the headlines should mean three minutes and not a minute more. Also, prepare a log of the time you spend on daily activities. Maintain the log diligently and write down activities each day before bed. Conduct a weekly review to find out where you spend/waste your time and allocate that extra time to something worthwhile. Sort out unproductive activities.
o Visualize your action plan for the whole day. Do it after your morning workout or the night before.
o Delegate tasks to others to save time. Things that can be done by your assistant, subordinates, family or others should be handed over to them. Compensate and praise them well, and they will feel good about being given the responsibility of getting a job done and making some extra money.
o Do not hesitate. It’s the biggest time thief. Finish things as and when planned. If possible, “meet deadlines, don’t just try to meet them”.
o Some sales leaders take on the easy tasks first and keep the most difficult ones towards the end. Tackle the difficult tasks first. You may need to do a simple task or two to warm up. That’s perfect. But then you should target the tough jobs. You’ll be amazed at how quickly they’ll be ready if you take them straight. Then you have plenty of time for lighter tasks.
o Staying away from negative thoughts and negative people is a huge time saver. Both can drain energy, reduce productivity and take a lot of time. Once you get caught up in the whirlpool of negative thoughts, it will take time to get out. It is absolutely necessary to think only positive and good thoughts. Also, it is advisable to avoid the company of negative people and mingle with positive and optimistic people. Avoid negative thoughts and stay positive.
Use your downtime or waiting times creatively. As a sales professional, you probably spend a lot of time in your car stuck in traffic getting to your next appointment. Why not take this time to call your prospects? We all wait at traffic lights, wait to meet managers, wait to be served food, wait for our secretary to finish the report, wait in lines to pay bills, etc. Use this time creatively to express your increase sales productivity
o The time-saving tips above are more based on common sense. There are other time-saving and productivity-boosting tips that are also backed by solid research.
o Analyzing the revenue growth curves of successful sales professionals shows that it’s not how much time they spend on sales activities that matters, but how they allocate their time. Supersellers from financially strong companies working for high incentives and stock options devote 40% more time to their best prospects and spend 3-4 hours more on high-value sales activities than their peers in financially weak companies. That’s according to a survey conducted by Watson Wyatt of 841 salespeople from 500 companies with large sales force. Salespeople in successful companies are more focused on identifying customer needs and spending more time with the leads they know.
o The survey also finds that high performers spend less time on administrative tasks – 30% less than low performers. Administrative work should be delegated to administrative staff, the secretariat, or kept to a minimum. The best salespeople do all unrelated sales activities between 6am and 8am and 6pm and 8pm. 8:00-17:00 is defined as the peak selling time to get “belly to belly” with a decision maker.
timing is everything
In sales, timing is everything—when to make a sales pitch, when to make a presentation, when to speak, when to listen, and when to close a sale. It may not require the precision of a scientist, but it still requires a good sense of timing. A super salesperson knows that there is an opportune time to meet a company’s CEO when he or she would be in a relaxed and outgoing frame of mind. Also, there is an opportune time to close a sale without letting it linger.
There is time for everything. There is a time to work and a time to rest, just as there is a time to talk and a time to be silent. This is the essence of time management. Smart salespeople know this and know it well.
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