your non-peak times. This idea is called peak planning.
Grouping is another efficiency tactic. Grouping is
scheduling a time to complete a group of similar tasks.
For example, you need to call twelve customers to follow
up on various proposals. It would make sense to call all of
these customers while you are in follow-up mode rather
than call each customer sporadically. As you complete
similar tasks, you gain natural efficiencies. You gain a
Procrastination is the enemy of productivity. Stop
putting off until tomorrow what should get done today.
Procrastination creates stress. Salespeople that are overwhelmed and stressed don’t perform well. Here are some
tips to reduce procrastination:
Give yourself a shorter timeline. Navy historian C.
Northcote Parkinson once wrote, “Work expands so as
to fill the time available for its completion.” If you give
yourself two weeks to finish a project, it’s going to take
you two weeks to finish the project. If you give yourself
one week to do the same project, it’s going to take you
one week. It’s natural to procrastinate when there is a
deadline. Deadlines are given to work that we don’t like.
Give yourself a shorter timeline to reduce procrastination.
Reduce procrastination by creating a to-do list.
Crossing items off a to-do list is satisfying. You feel a
sense of accomplishment. Don’t overwhelm yourself by
thinking of all the things you have to do. Instead, create
a to-do list of ten items. If you have more than ten things
to do, then create another list. The logic is simple. It’s
easier to complete two, ten-item lists than one twenty-
item list. A shorter to-do list is less stressful. Get your
items on a list and cross them out.
Finish the hard stuff first. Once you have completed
a more difficult task, the next task seems easier. Also, you
feel more productive. Crossing off the hard stuff gives
you a greater sense of accomplishment.
Oil tycoon John D. Rockefeller once said, “No man
has a right to occupy another man’s time unnecessarily.”
Rockefeller ruthlessly controlled his time. He respected his
time without disrespecting another’s time.
Too many salespeople don’t believe they control their
time. Salespeople will say, “I have to do this for my
customer” or “my manager is making me do this.” You
have absolute control over your time. No one has greater
control over your time than you. You have final say on
how you spend your time. Remember, once time is spent,
it’s gone. How are you going to spend your time?
Paul Reilly is president of Reilly Sales Training, a St.
Louis-based privately-owned company that specializes in
training sales professionals, sales managers and service
professionals. Call Paul at 636-778-0175 or email him at
Cordless Metal Circular Saw
Milwaukee Tool (Milwaukee, WI) introduces the
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