Time management for salespeople is
easier said than done. It has always been one of the biggest selling challenges
that salespeople around the world have had to deal with. On a daily basis, salespeople
have to deal with demanding customers, demanding sales managers, and an assortment
of technology tools which is enough to overwhelm anyone.
Taking control of your time management and your life is something you probably think about
often and seldom do anything about it. I'd like to share a few quick time
tips to give you more control over your time and your life.
Time-management-for-salespeople should be a no-brainer, unfortunately it does
take brains to have control over your time and your life. One of the most important
things you can do to seize control of your selling environment is to prioritize.
Always do what's important first. Most people have heard this before
you ignore it completely in favor of reacting to what's urgent.
You can only do what's important first if you have a prioritized list of things
to do and people to call. It sounds simple and it is. To prioritize your list
just use numbers. Rank everything on your list from most important to least
important. That's it! Oh, and by the way stick to your list by avoiding interruptions
Here's another practical time tip you can use when you’re selling. If
there's something you need to do, you only have four days to get it done. They
are yesterday, today, tomorrow, and someday. You realize that "Today"
is the only day that's guaranteed. It's the one day of the week that deserves
your complete focus and attention. Don't squander today by putting something
important off until tomorrow or even worse until someday.
If finished is better than perfect then starting is better than procrastination.
Before you can cross the finish line you have to cross the starting line.
The next time management for salespeople tip involves fire drills or should
I say how to avoid these fire drills. One of the biggest time wasters on the
planet is caused by salespeople. Yup, that's right. Every time you ask a sales
prospect or customer "How soon do you need it" you're creating a fire
drill. And it's a fire, by gosh that you started.
Look, how do most people respond to the question, "How soon do you need
it?" Stop and think for a minute. Are you likely to hear "I need it
yesterday, ASAP, right away, immediately, today if possible, as soon as you
can get it here." Now why would anyone in their right mind ask a question
that provokes these responses? I wouldn't and neither should you!
Another time-management-for-salespeople tip is to slow things down in order
to speed things up. Let me explain. The key here is to compartmentalize similar
tasks. For example set aside time to make your telephone calls. Set aside time
to deal with your e-mail. Set aside time to work on your sales proposals. Set
aside time to read. Set aside time to plan. You'll find, when you compartmentalize
similar tasks, you'll get through them more quickly.
When you think about it, you really can't manage your time. There are 86,400
seconds in every day. This is a given. Time management is really more about
Shakespeare may have been onto something when he said, “This
above all: to thine own self be true, and it must follow, as the night the day”
it’s your time and it’s limited – so use it wisely.
Need help in
the self-management department?