It looks like I may have hit a nerve with my series on time...
A few people tried to defend how they "manage" it, a few offered their favorite tips (thank you!) and some cried out for HELP!
To draw a distinction, there is a big difference between being busy and being effective. If you are running all over the place making lots of calls but not generating revenue - you are busy but not effective. Or when you get a sale, you spend 2 days submitting and chasing things down to make sure you get paid...busy, but not effective.
I truly understand that each day will be filled with non-Revenue Generating Activities, but a lack of planning and distractions rob your day of its potential effectiveness.
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Here are my top 10 time management tools for sales people;
#1 Plan Your Day The Night Before - As the day winds down and you reflect on the success (and challenges) it is a good time to fill in your calendar. Once you build a workable routine it is actually ok to become a creature of habit...especially if it is effective!
#2 Block & Protect Your Time - Segmenting the day builds momentum because you can focus on a task without fear of distraction or multi-tasking. Being pulled off of your day by "emergencies" or the allure of a bright shiny object seems harmless but when you look back on the day, they kept you from performing.
#3 Rank Your Priorities - For each thing you have to do, assign it a priority of 1-5 with 1 being low priority and 5 being a "must do".
#4 Do First Things First - Level 5 priorities and Revenue Generating Activities should always move to the front of the line...period!
#5 Make Clients Your First Meeting - My father-in-law Leroy believes each day should begin in front of a client...8am. Talk about building momentum! This requires a focused prospecting approach but can be done!
#6 Cluster appointments - It is better to have 3 appointments on one day than one appointment for 3 days. Even more effective by way of windshield time is to have them close together. If you are not booked solid, then it may be better to use Monday/Wednesday/Friday to run concentrated calls and use Tuesday/Thursday/Saturday as prospecting focused days...be efficient and effective!
#7 Outsource Low Priorities - Most of your level 1-3 activities can be outsourced or delegated.
Each task that frees up time is valuable. Closing a sale takes an hour...processing paperwork can take days...yikes!
#8 Hire An Assistant - The single greatest thing you can do to make up for lost time. Can't afford one? You really cant afford not to have one. Spouse...teenager...maybe for a time, but eventually, you will need someone who can become an extension of your business...your brand. This will pay for itself 3-4 fold!
#9 Use Technology - Smart phones, Client Relationship Management (CRM), web based application submissions, commissions management. Technology really can save time...after you learn to use it! Don't become a slave to it! Take classes if necessary to leverage the few vital technology elements that can make you more efficient.
#10 Email management - Most of what you get is non-essential (not Daily Crumbs of course!)...you can block time out (#2) to do email and not watch and wait for the inbox to chime.
This list is not meant to be all encompassing and each industry and your situation will be different .The key is to Evaluate how you use your time and Evolve into a more effective, productive work approach. That may be the difference maker you need to reach your objectives.
One last time to talk about time...speaking of time...
Until tomorrow, I wish you Money, Power, Success!
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