Written By: Colleen Francis
If you are waiting to get motivated before you make calls remember this: Motivation comes from action, not the other way around.
I often receive time management questions from sales reps. This week I thought I would provide you some of the best time management tips I have used to help stay focused and make more sales.
Losing control of your time is the worst mistake a sales professional can make. You must jealously guard your time in order to stay productive.
After two weeks of tracking your time, determine what percentage of your week is spent exclusively on prospecting, presenting and closing.
Then, set a goal to increase that percentage by a specific amount over a specified period of time, and write that goal down in the present tense to show the world (and yourself!) you mean business. For example:
“By December 31st, I will be spending 60% of my time on prospecting, presenting and closing.”
Next, spend 30 minutes writing down everything you could be doing to increase your selling time, and reach that goal, such as:
If you are waiting for motivation before you make calls remember this: Motivation comes from action, not the other way around. Most salespeople wait to get motivated before they take action.
You must do the opposite. Take action now! Regardless of how you feel. Simply pick up the phone and start making calls.
Your activity will motivate you to keep going. You will always feel better after you accomplished something profitable.
Colleen Francis, Sales Expert, is Founder and President of Engage Selling Solutions. Colleen Francis…
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