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.
Setting yourself up for success—both personally and professionally—starts with cultivating self-discipline and holding yourself accountable. The most effective rules, after all, are the ones you set for yourself.
For me, a huge part of making sure I’m achieving everything I want to do in this life is sticking to those self-set rules, which I call my non-negotiables. These are the key things that I know I must do in both my work and personal life to reach the goals I’ve set for myself. Stick to your guns on these, and you’ll see that over time, your routine will become habit and you’ll be powering towards reaching those cherished goals.
These are the items that get done, no matter what:
Meetings are an inescapable part of doing business. But they’re also one of the biggest sources of wasted time and money when run inefficiently.
I recently attended a sales meeting where the manager printed out every email he’d sent his team that week. He began by spreading them out on the conference room table and reviewing each one. As I watched his entire team painfully sit through this bizarre crime scene reconstruction of their week (during prime prospecting time!), I estimated that he wasted $1,500 of his organization’s money.
We’ve all heard that “time is money,” right? Well, it’s true. And most of you probably know that determining the value of your time can be the first step in becoming a more effective professional.
You may have even tried using your hourly rate to make better time management decisions. But if you are a salesperson, you’re selling yourself short when you calculate the value of your time using the traditional “hourly rate” formula. There’s a much better way.
There are plenty of everyday tasks you do for your business that are important. But does every single thing you do actually generate income? Of course not. Learning to distinguish between what actually makes you money – your Income Producing Activities – and what doesn’t is key to maximizing your earning potential.
Income Producing Activities (IPAs) can fall into one of three levels.
A few years ago, Shane and I started living a more minimalistic lifestyle. While it started with our home life, I’ve been able to see huge improvements at work, too. It’s amazing how much you can boost your productivity and simplify your workday when you eliminate non-essentials and create no-brainers.
A no-brainer is a decision that’s so easy and automatic you don’t waste any time thinking about it. You just do it. We create no-brainers when we set up simple systems or delegate tasks to make our day easier.
Here’s a few no-brainers I’ve implemented to boost my own productivity:
I’ve found that a rock solid morning routine can be the first and most important ingredient for daily success. Looking back to my teenage years, my mother (and my 16-year-old self) would be shocked to know that the 40-year-old me is such a morning person (actually, I like to refer to myself as an “all day person”)!
The more structured my morning is, the better I feel throughout the day, and that means I get more work done and close more sales.
My clients ask me a lot of questions about my personal habits, so here’s a little snapshot of my morning routine: