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November 09, 2010 at 07:00 PM
The person who coined the phrase “time is money” must have been a sales rep paid on commission. I am convinced the improper use of time is the No. 1 contributor to high turnover in selling. Here are a few key points to remember to help you manage your time better.
1. Plan your schedule the night before and hit the ground running. When you’re not in control of your schedule, stress fills the void. Set and prioritize meaningful tasks to be accomplished. Be careful not to confuse activity with productivity.
2. Identify your time bandits. Once you’ve scheduled your day, the next step in managing your time is to recognize and modify old behavioral patterns. Having a planned schedule helps you say no to time-wasters, such as Web surfing, personal phone calls, long lunches and chatty coworkers.
3. Delegate, delegate, delegate. Ineffective salespeople “play office” and hide behind paperwork. Make a smart business decision to delegate all nonsales-related tasks to an administrative assistant in order to free yourself up for client appointments and prospecting phone calls.
