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.
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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When I ask a sales manager how business is going, I usually hear a little pride in their voice as they say, “We’re totally slammed!” In the business world, people seem to think it’s cool to be buried up to their necks in work!
Hearing people brag about being slammed always makes me think of one of my favorite Tim Ferriss quotes:
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Do you ever wish there were more hours in the day? You’re not alone, but you’re wishing for the wrong thing! We don’t need to work more hours, we need to use our time more effectively. That’s why one of my favorite time management strategies is daily, dedicated Focus Time.
Focus Time is a block of time you devote to maximum productivity. During this time, you commit to an ultra-focused frame of mind, concentrating on getting tasks accomplished.
What you’re really doing during your focus time is giving your best effort to completing a single task as thoroughly as possible—with no distractions.
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Are you a salesperson with a flexible schedule? If so… do you mind running an errand for me?
In so many households, it’s the person in sales who gets to pick up deliveries, drop off dry cleaning, meet with the plumber, and run to Costco at lunch. They have a “flexible” schedule, and all these tasks fall to them—just because they don’t punch a time clock at work!
Sound familiar? You are probably wasting five to ten hours a week on tasks that do nothing to move your business forward. If your flexible schedule is working against you, try these three things:
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