I’m an active sales coach & traveling sales consultant, but I still have to make time to prospect and sell my own services. I write often to share the time management tips and techniques I’ve used to master my calendar.
I believe that once you learn to manage your day with purpose, on purpose, the better you’ll be in all other areas of your life.
Every salesperson knows what they want out of their next client meeting—to close! But how do you make sure your first appointment will lead to getting your prospect’s business?
More importantly, how can you make sure this meeting is wildly successful and super efficient?
Your goal should be to make the most out of your sales appointment—and like any goal, step one is making a plan!
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If there’s one key to success, it’s consistency. That’s why I’m a big believer in routines. I talk about them a lot!
From winning morning routines to end-of-week routines, they’re not just a key to efficiency and success—they’re important for our well-being.
But before you can focus on making a routine a habit, you have to decide which routines will be the most effective for you. For me, there are four routines that have risen to the top—they’re the best at making me feel centered, productive, and in control of my day:
Putting these routines into consistent practice so that they’re happening at the same time every day can seem daunting. But once they fall into place, everything else in your life gets easier and happier. It’s amazing! Let’s take a closer look at each routine.
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Delegation is difficult for a lot of salespeople. Some struggle to give up control (even for tasks they don’t like). Others only delegate a few things, missing opportunities to free up time for income-producing activities.
Delegating effectively only takes a few steps:
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Salespeople tell me all the time: “I can’t afford an assistant!”
Do you want to know the truth? You can’t afford NOT to have an assistant!
Not convinced? If you’re on the fence about hiring an assistant, take a little time to do the math! It’s a simple process to determine if you can afford to hire an assistant:
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I’m assuming after a long day at work you want to spend quality time with your family, catch up on a few house to-dos, read a book, maybe work on a hobby. Then, spend some time relaxing and a full night of restorative sleep, so you can meet the next day recharged and ready!
I know that’s what you want to do, but you’re probably thinking, “Yeah, right! In your dreams!”
We all wish we could read more, spend more time with our kids, and not feel swamped every evening. But most people struggle to live up to their at-home ideals—it just seems like there are not enough hours in the day!
So why do so many of us seem to lose control of our lives after the workday is done? The answer might be in how much time we’re devoting to our screens.
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For many salespeople, one of the most impactful techniques for time management is the “ideal week.” I’ve written in-depth about creating your ideal week and helped many people implement this ideal week blueprint into their schedule.
If you’ve used the ideal week method to take control of your time, you know it works!
Unfortunately, an ideal week won’t work forever. When you take control of your time and you’re able to accomplish more in fewer hours, there’s a good chance that you’re going to have to deal with success.
Success means more business, more responsibilities, bigger numbers, and bigger goals.
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Have you ever had a deal get delayed due to a holiday? Decision-makers are traveling and offices are closed. Around a holiday, you can lose an entire week—and this happens multiple times a year!
Many salespeople assume they have 52 weeks a year to reach their sales goals. Nope! When a holiday rolls around, you can’t hit your weekly quota, and suddenly you’re playing catch-up. If you’re lucky, you can catch up before the next holiday—and the cycle repeats.
So, how can you be strategic about planning your sales goals for the year?
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