Time Management Techniques for Sales Professionals

As a sales person, if you aren't focused on doing the right things at the right time you lose financially. Or you work yourself to death trying to hit your targets. But, if you'll do a little planning before you take action you can have the financial rewards you want without working unnecessarily hard. Ideally you want the majority, if not all, of your actions to take you closer to a paycheck. Prospecting is how you fill your sales funnel, but all too often sales people have a haphazard approach to prospecting. A better approach is to develop a list of your most desired future customers. When you know who you're focusing on it's easier for you to develop effective ways to approach them.

Keep a running list of all the next actions you need to take. Scan your list and choose the actions you'll take and when you'll take them based on the likelihood of that action resulting in a closed transaction. There's no way you can do everything and you certainly can't do everything at once, so prioritize your top three actions each day.

You have a large list of prospects and a large list of customers, and both need your attention. You can make it easier to do the things you need to do by developing a system to stay in front of both exceeding their expectations, deepening the relationship, and motivating them to refer you. Make sure your system is simple or you won't use it, and make sure you have a clear objective for every contact. Decide how you want to connect with both your prospects and customers throughout the year. Identify ways to make that contact as automatic as possible. Include ample opportunities for them to reach out to you.

Following these time management techniques you know what to do, when to do it, and how to do it. But you have to commit to taking right action to make it a reality. If you'll just take at least three actions each day that move you closer to a closed transaction you'll be amazed by your results. Doing this day in and day out enables you to have both time and money.

Results come from the actions you take, and you want those actions to become automatic for you. Repeating these time management skills on a daily basis will make them a habit. When you take more right actions it's easier for you to get what you want, and getting what you want motivates you to continue to take them.

Review your list of next actions, as you look over your list you realize you have things on your list that you don't have to do. There may be a lot of things on your list you do out of habit, or because you're afraid to delegate them. Get those things off your list.

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About the author: Cheryl A. Clausen can help you get unstuck. Enhance your Time Management Skills with this quick & easy quiz. Do you have what it takes to succeed? Improve your Success skills, look here.

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