Making Up For Lost Time!

I am a big fan of H. G Wells "The Time Machine". 

  

The 1960 version with Rod Taylor... classic!

  

At the end of the movie, H.G Wells drags the time machine several feet just to the right spot and turns back the hands of time to rescue Weena and live happily ever after.

 

I have always been fascinated by time travel, speed of light (warp speed) and worm holes... yes, that may qualify me as a nerd!

  

Romantic use of time is good... but what about using a time machine to make more money?

 

Time travel to make more money in sales is possible...

 

How you ask?  Make up for lost time. 

Here is the complex mathematical formula (I knew 3 1/2 years of of GA Tech would come in handy one day!);

  

$$$ = RGA/T

 

$ = Money

T= Time

RGA= Revenue Generating Activities

 

The constant (a requirement of any reliable formula) is time.  We are all working with the same 24 hours... the same 86,400 seconds.  If you look at your leaderboard or the highest producers, I can assure you they are not getting more time than you... it is the use of that time.

 

Yes, they may have a higher closing percentage... yes, they may be getting more referrals and repeat business.  One thing that sets highly productive and effective sales people apart from the ordinary is that they spend the majority of their precious time in Revenue Generating Activities.

 

Revenue Generating Activities are the actions you take that have a direct bearing on closing a sale.  It puts you in the boardroom presenting to decision makers... it puts you at the kitchen table advising your prospective clients.  It is the pinnacle of the sales process. 

 

Fancy talk Brandon, but not very "real world"... no one can spend all their time closing.  What about prospecting, paperwork, driving to and from clients... those are all the necessary "evils" of sales.

 

Really?

 

I know sales people that outsource 60% of their lead generation to a marketing company... yes, they monitor and manage but don't administer... appointments are preset, the sales person shows up and closes.

 

I know sales people that have a personal assistant.  They do the paperwork, reconcile commissions and even some light errands... all saving them time... so they can focus on Revenue Generating Activities... to make money.

 

I have met one sales person that has a driver to cut down on windshield time... Gordon Gecko from Wall Street style... all in the interest of maximizing their time.

 

"I can't afford and assistant," a sales person said to me 3 months ago.  I asked how many more sales a week could she close if she wasn't doing the non-Revenue Generating Activities.

 

At least 3-4 more a week," she answered.

 

What would you pay a good assistant for 20 hours a week...$12 an hour...$240 a week?

 

You would earn an additional $1500-$2000 a week, stop doing the stuff you hate (paperwork!) and begin running a real business... all the while...

 

Making up for lost time...

 

Until tomorrow, I wish you Money, Power, Success!