Begin with the End in Mind (in Sales)

Creating good time management habits can feel exhausting. If it’s something you’ve struggled with for a while, you may find it hard to know where to start.

In Stephen Covey’s world-renowned book The 7 Habits of Highly Effective People, he suggests using a powerful tip: Begin with the end in mind. What does this mean for a relationship-based salesperson, though? And how can you apply that principle to transform the way you think about your calendar and your tasks?

Changing how you approach time management is a mental exercise. However, changing your time management practices is far from impossible when you start with the right mindset. In fact, I’d love for you to see that it’s quite easy.

Habit 2, begin with the end in mind means to start each day, task, to-do list, or project with a clear vision of the desired result. Then you set the steps in motion to accomplish those things. If you feel like what you’re doing today isn’t working, hang tight. I’ve got some ideas for you.

Don’t get stuck where your head’s at today. Instead, think about a moment in the future when you’re crushing your to-do list and not feeling stressed or rushed. Put yourself in that (future) frame of mind. What does that look like? How do you feel? Take a deep breath and stay with that attitude. Now that you’re in the right mindset let’s backtrack.

Spending Time with Your Current Clients

One of your end goals should be to maintain a healthy book of business full of happy clients. So, in your ideal week, you want to spend enough time on them to ensure your clients stay happy and feel like you’re bringing them value. What do you need to do today or this week to work with your clients? You may want to create a client schedule to monitor how you’re staying on top of each of your current clients. For example, if you’d like to have a quarterly in-person meeting with them, map out your database on when that needs to take place.

Scheduling Time for New Business

Now, to ensure that you’re growing your book of business, you must work on prospecting for new business. It would help if you created a prospecting calendar that keeps you on top of generating leads as well as making timely follow-ups. Additionally, earmark time to connect with your power referral partners so that you can nurture those relationships and continue to leverage them effectively to find your ideal clients.

Scheduling Focus Time

Finally, scheduling focus time is vital! You can spend time with your current clients or hunt for new business all day long, but if you don’t give yourself time to sit down and work your process, you won’t accomplish your goals. Focus time is when you buckle down and work on your business (e.g., improving your schedule, or finalizing pitches or proposals). Your focus time should be well-guarded and prioritized in your ideal week.

I know that making a schedule can be challenging. But if you’re not setting yourself up to stay on top of these things and get the real work done, it will always feel like you’re behind the eightball.

Constant stress, exhaustion, and being overworked is not the end you visualized! Instead, see what’s possible for yourself and move towards that goal every day. It’s time to keep your head in the game and get it done.

Until next time—go sell some stuff!