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Running Your Day Without a Plan
If thereís anything on this list that probably kills more sales people that any other, itís trying to function without a daily plan. Study life of any successful sales person throughout history and youíll quickly see that planning is a common thread that runs through all of their careers.
The worst thing Iíve seen that happens to dozens of sales people is that they manage their day according to how they feel. When this happens, you can work for an entire day without ever accomplishing anything significant. Donít let this happen to you, make a plan and follow it every day.
Some of things you should plan into each and every day are new prospect development activities, follow up activities, research, and planning. Everything that moves a sale from beginning to end should be planned into every day.
Long Term Marketing During Work Hours
This one may not hit home if youíre not responsible for branding and marketing of your product on a more national or long term basis. But for those of you that are selling for a small business, or own a business, this one is just for you.
Long term marketing includes writing articles or books, working on your web site, putting together marketing material, and any other similar activity during business hours. If youíre in very first steps of developing your business model then this material has to be created before you can really selling, but for those of you that just arenít convinced that your marketing material is top quality, or your brand positioning needs a little work, youíve got a constant temptation to do this during work hours and it will kill your sales if you give in to it.
Youíve got to strike while ironís hot and that mean selling during normal business hours and working on long term projects after or before business hours. If you think that sounds too difficult for you, guess what, youíre in wrong profession. When you decided to go into sales, you agreed to a whole different lifestyle than your computer programmer friends. Non-Business Work During Business Hours
This is catch-all for all those other things that you do at work that donít make yourself or your company any profits. This includes paying bills, reviewing your 401K, balancing your checkbook, writing poems to your girlfriend, playing video games, watching movies, and so on. All of these things have a time and a place in life, but itís not at office when you need to be selling. If you find yourself gravitating to these activities every day, I recommend getting some professional help. A great way to start would be to sign up for my Nacke Gazette where youíll find encouragement and success tips in your inbox every couple of weeks.
Overcoming non-productive activities in sales is probably something youíll struggle with your entire career. By being mindful of what youíre doing and fighting against distraction, youíll see greater and greater success throughout years.
Mike Nacke is a speaker, author, and consultant to business owners, managers, and recruiters. He has helped companies make millions of dollars by developing unique hiring processes that turn hiring into a measurable science. He is also the publisher of The Nacke Gazette. Visit www.mikenacke.com for more information on reducing labor costs and increasing workforce productivity.