ARE YOU BUSY . . . OR PRODUCTIVE? Written by Mason Duchatschek
Are you busy or are you productive? The question is innocent enough. But can you handle truth?
Recently I was doing some consulting with a client who carefully examined how his sales representatives spent their time. He concluded that they actually spent less than 5 percent of each day engaged in act of selling! Imagine, 95 percent of each sales day spent on nonselling activities. Writing letters, putting together information packets, filling out paperwork, telephone prospecting, and traveling consumed their days.
As you can imagine, my client wanted to grow sales revenues. Some sales trainers attempt to convince prospects that training is answer for everything. While I encourage acquisition of knowledge and new skills, I disagree with blind assumption that training is always a cure for poor sales performance.
Let’s pretend that he sent his entire staff to a sales training seminar, and they learned skills that made it possible for them to double their closing percentages. The improvement would only be useful during that 5 percent of each day they spent selling.
Adding salespeople isn’t always answer either! If each rep is spending 5 percent of their day selling, it would take another 19 reps to achieve 8 hours of selling time. Common sense will tell you that costs of recruiting, training, and managing such a force would be an awful waste of potential profit.
Time Management TipsWritten by John Boe
Everyone is given exactly same amount of time each day. It is up to us to manage this time as we would any other precious, nonrenewable asset. In world of commission sales, time is indeed money! Time management is at very core of being a successful salesperson. Effective salespeople know how to concentrate on results while ineffective salespeople concentrate on just being busy. Counting time is not nearly as important as making time count. Effective salespeople focus on task achievement rather than tension relieving diversions. By incorporating use of proven time management techniques into your daily routine, you will earn more money and experience less stress in your life. Avoid procrastination in all of its attractive forms. Learn to separate important from unimportant and develop a “Do it NOW” attitude. People manage time by managing their activities and managing activities begins with planning. Effective time managers understand importance of “planning their work and then working their plan.” It is up to us to respect time and give it both meaning and value. If you want to know value of a year, ask a P.O.W. that has lost his freedom. If you want to know value of a month, ask a mother that has given birth to a premature baby. If you want to know value of a week, ask editor of a weekly newspaper. If you want to know value of a day, ask a schoolboy on last day before summer vacation. If you want to know value of an hour, ask a criminal sentenced to death. If you want to know value of a minute, ask a person that just missed their fight. If you want to know value of a second, ask a person that just avoided a serious car accident. If you want to know value of a millisecond, ask an Olympic silver medallist.