This being a long weekend on both side of the border, both celebrating their respective independence coming conveniently at the midpoint of the year. (Do you think there was a consultant making a lot of money helping new countries consider the impact on future generations of sales professionals of having their independence day right at the middle of the year. “Act now, the 4th and 1st are taken, poor France had to settle for the 14th“.) It provides a great opportunity to step back a minute, review and make adjustments for the remainder of the year. There are a number of things that can be looked, and we won’t go through tem all because I think if you look at one and make adjustments, you will have a positive impact on most. The thing to examine is how you are allocating your time.
In the past we have spoken about the need to not worry about managing your time, see Allocate Time – Manage Activities, but why it is more important to allocate the right amount of time to key activities, and then managing yourself and activities within the time allocated. The goal is to understand what activities you have to execute to deliver against goal, how much of your time you need to spend on each activity to succeed, and then allocate the time and stick to the activity. In the article cited above, the example (example, not a rule or recommendation) is:
That is the percentage of time over a cycle you spend on each activity. What we find is that if someone is not on target half way through the year, they have generally not spent the agreed on time with each key activity. For instance in the above, it may look like:
By recalibrating, making sure that they perform things in the right proportion, they are often able to get back on track. While we understand and appreciate the many challenges a sales professional faces, and all the reason they can be thrown off track, the goal here is not to explore each of those, but to get you to understand the importance of time allocation on each activity, and to get you to take ownership for managing. Not managing the time, but managing what you do with it.
It is also a good idea to do this at the mid-point even if you are on target. There could be changes in market conditions, products, etc. By doing a quick reality check you may find that things are good as they are, or on the upside, you may find an opportunity to make adjustments that will accelerate and propel your success.
The key is that since time is the only non-renewable resource in sales, you can impact a lot of other things involved in your sale by making simple adjustment to time allocation and adhering to the activity it was allocated to.
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