How To Manage Your Greatest Resource: Time
By Paul Reilly
Benjamin Franklin makes two great points about ime. Once we use time, it is gone. We never get hat time back. Franklin also emphasizes how we
estimate time. At the beginning of a project, we have all
the time in the world. At the end of a project, we never
Salespeople face unprecedented time management
challenges. Today’s salespeople are more accessible than
ever before. Whether through text, email or phone call,
customers expect a quicker response. This expectation
causes salespeople to constantly veer from their intended
course. How can salespeople plan when they are
Technology that was intended to make salespeople
more productive has made salespeople less productive. Salespeople become distracted by all of the noise.
Humans are already easily distracted. These distractions,
coupled with greater access, cause salespeople to believe
they no longer control their time. They believe time is
controlled by customer demands and interruptions.
Salespeople are left feeling stressed out, strung out and
burned out. Most of our lives are spent working. Being
stressed and strung out is no way to go through life.
What if there was a better way?
As the economy continues to strengthen, everyone is
getting busier. This is good. Customers are going to call
more. Prospects are more interested in your ideas. After
the Great Recession, this is a good problem to have.
During these peaks, time management becomes even
Time is our most precious and fleeting resource.
We have all there is, but we never seem to have
enough. Time management is self-management. Here
are some time management tips to help you be a more
The famous management guru, Peter Drucker, said,
“There is nothing so useless as doing efficiently that
which should not be done at all.” Drucker is referring to
the importance of effectiveness. Effectiveness is doing the
right things. Effective salespeople naturally sift through
tasks and determine what’s most important. They focus
their time and energy on goal-achieving activities.
To identify goal-achieving activities, first break down
yearly goals into more manageable, weekly goals. At the
beginning of every week, schedule daily activities focused
on achieving your goals. Effective salespeople never
substitute a low pay-off activity for a goal-achieving
activity. Schedule your goal-achieving activities and
safeguard this time.
Efficiency is doing things the right way. Productive
salespeople do the right things the right way. Here are
some ideas to help you be more efficient:
Schedule goal-achieving activities during the most
productive time of the day. Some people are early risers,
others are night owls. Figure out your most productive
part of the day and schedule your goal-achieving activi-
ties during that time. Schedule less important tasks during
“Lost time is never found again, and what we call time
enough, always proves little enough.”
— Benjamin Franklin