Time is the most valuable resource sales people, or any people have, it is the only none renewable resource, once it is spent, it is gone forever, except for the memories, and for many in sales the memories are not that happy, and not worth reliving. How we choose to utilise it will determine our success.
This is why I think time management is such a dangerous concept in sales success. Let’s be real, time already comes managed. You got 60 minutes to an hour, 24 hours to a day, 7 days to a week, and so on. Looks very well managed to me, in fact so well managed, that even Netanyahu and Abbas can fully agree. So managing time is not the issue. What can or should do with time to maximize results? You can allocate it, and then focus on managing the activity you allocated the time to, in the time you allocated for it – plain, not simple.
Step one – figure out all the things you have to do during the course of typical sales cycle in order to win the sale. Not all the things you can do, currently are doing, see others doing, no – just those activities without which there would be no sale – nothing else, no matter how appealing, fun or cool. Then look at what percentage of your time you typically need to spend on each during the course of a SUCCESSFUL sales cycle. Not every day, but throughout the cycle, as some activities may be more intense in the middle, others at the start.
Currency of Sales
Now I want you to look at your time as money, specifically $1,760, which is the number hour of face time available to sellers annually (220 days x 8 Hours per day). How you spend and invest that money will determine your success. Much like a wealth manager will allocate portions of your money to stocks, some to cash, derivatives, all aligned to your retirement or other goals; in this case, it’s sales goals. That is how you allocate based on the activities highlighted above. What percentage to account management, how much to selling new opportunities, to admin, to training, and oh ya, prospecting.
I am truly tired of lame sales people using the lame excuse of time management. Whenever I speak to under-performing reps, who only have dust in their pipelines, the number one excuse they give me is time, “oh, I guess I have to do a better job of time management Tibor” Flip off man, that’s just bullshit!
The same reps who give me that line, like I was born yesterday, seem to always find the time to complete their Brackets or football pools, because there is so much riding on those things right? Lame. I bet you don’t feel sorry or compelled to help those who squander their money on foolish things, (I saw you walk by that panhandler), so why should I feel sorry for you when you squander your time.
And don’t give me this “Well I had to get back to a client” or some other lame iteration of “I’m slack”.
Do you let others dictate how you spend your money and on what? Your money, your time, you should determine how it is spent or invested, does your friend or client do the work it takes for you to make your money, do you let others spend your money, why do you let them spend and waste your time?