How to do more with Time
Time is as precious a commodity as money. Let’s explore some ways you can get more sales productivity out of the time you have to invest in your sales career.
Everyone knows you can make twice the income by working twice the number of hours, putting forth twice the amount of effort. The secret to true success is in making the time you currently invest in your business twice as productive.
To begin with, you must understand that there are two entirely different kinds of time.
- The first is opportunity time, during which you achieve your goals such as internalizing information on your industry or product, getting your hands, eyes and ears on those new products, and providing follow up service to existing clients.
- The second is replenishment time, during which you rebuild your strength through exercise, recreation, relaxation, and sleep.
If you can’t get the hang of switching from opportunity time to replenishment time, you’ll soon face a period of burnout where you’re neither successful nor in sound physical condition. You’ll run out of fuel. Then your flame will go out, your power will shut off, and you’ll drop like a stone.
People who appear to be highly productive often suffer flameout. Many have lost several years as a result. Some have quenched their flames so thoroughly that they never managed to get their engines going again. They gave up on their dreams of having successful careers.
The dangerous part is that flameout sneaks up on you. Don’t try to fly high when your tanks are low. Touch down and refuel your spirits — spend a few days away in a completely different atmosphere from your workday world. I know it can be hard to force yourself to do this, but believe me, the benefits are incredible.
When you are involved with opportunity time, you need to be tough about it. It’s amazing how much of our working life can be eaten up by trivial interruptions unless you make a conscious effort not to let that happen.
The key is to figure out the best time of day each day for selling and to focus your efforts on sales activities during that time. Don’t do filing or clean your desk during sales time. Yes, it needs to be done, but not during selling time.
Successful business people always jump on the most important thing first. What is the most important thing that you should do right now? Learning to answer that question quickly then acting on it will increase your productivity ten-fold.
If you have a daily sales goal, start working on it as early in the day as your potential clients are available. Don’t wait until you take care of other things before you start selling. The weight of that sales goal will crush you by day’s end. Start doing this every morning, keep on doing it, and you’ll soon discover that you’re not worrying anymore. You’re enjoying the work, you’re feeling good about yourself, and you know you’re winning.
Tom Hopkins International Inc