The big difference between top-performing salespeople and average-performing salespeople…
…is how they use their time and how they maximize the day.
If we don’t set ourselves up with a very defined process, the day will define us.
I want to make the most of each day, do you? If so, think through these ten questions.
1. Does the work I’ll do today support my quarterly and annual objectives?
It’s so easy for us to get caught up in activities or meetings. But if it doesn’t help me achieve my quarterly or annual objectives, why am I doing it?
Is it helping me create revenue? Is it helping me achieve my goals? If it’s not, why am I doing it? Challenge yourself on what you do.
This is one of the biggest things that average performers don’t do a good job of, but top performers do.
2. Am I clear on how I’m going to spend the first and last 30 minutes of the day?
The first 30 minutes of work sets the tempo. You’ve already gone through your morning routine at home or before you’ve started work, but now this is the first 30 minutes of your workday. Are you focused on the top priorities?
For myself, I have the 10:00 AM rule, to accomplish something significant before 10:00 AM because it changes your day.
The last 30 minutes of the day is your ability to recap the day and begin setting plans for how you’re going to spend the next day. Tomorrow begins today, and you do that by making sure everything’s wrapped up from today.
3. Am I clear on my objectives for the day before it begins?
Otherwise, I’m going to get caught up doing busy work. Make sure it lines up with your objectives.
4. Have I blocked time on my calendar for the key activities I need to complete today?
It’s amazing how people have critical objectives they have to accomplish, but never set aside time to do them.
I’ve got to make sure that I structure the day so I can get those key activities done.
5. Have I structured the day to ensure I can maximize my customer facing time?
Customer facing time (CFT) is where you make your money, right? For you overachievers, I break CFT down two ways. One is for existing customers, and the other is for prospects.
This means that I’m actively engaged with them in an email conversation or a text thread or I’m on the phone with them.
Perhaps I’m on a zoom call. Whatever it might be, CFT is critical.
6. Am I clear on which customer calls will be the most important ones?
Every salesperson has to have their A list, B list and C list. I never let go of my A’s. If I have limited time and I’m not going to be able to get all 18 calls done, I’m at least going to get these A calls done.
I’m clear on which ones are the most important ones.
7. Do I have a clear CTA (call to action) for each call I make today?
Am I clear on what I’m expecting from myself and from the person I’m calling? I want to know beforehand what I’m going to ask. How will I know whether or not I’ve been successful?
What do I hope to learn from the call?
8. Is my CRM system open and ready to be working it all day.
One of the questions I love asking salespeople, “Is your CRM open right now on your computer?” The number of salespeople that say no is amazing. Many update it just once a week.
I want your CRM to be a sales tool. I want it to be your favorite app, so to speak, on your phone. If you can, put it on your phone. The whole idea is it’s going to help you stay coordinated and focused. I don’t mean for your CRM to hold you hostage. I want your CRM system to help guide you and direct you.
9. Have I set my mind up to win today by ensuring there’s zero negative baggage hanging around?
There might be people in your life you can’t afford to spend time with.
I was talking to a person the other day who made the comment that whenever they see a certain person in the office, those are the days they keep their door closed because the person’s just so negative.
Negative voices suck far more time out of you. A phone call from a negative person may come in. You have to wrap that call up just as rapidly as possible, because you don’t have time for negative voices.
10. Do I have time at the end of the day to evaluate my performance and make a plan for tomorrow?
I want to evaluate how I did, what I accomplished, and what my plan is for tomorrow.
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…and How to Avoid It!
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Copyright 2024, Mark Hunter “The Sales Hunter” Sales Motivation Blog. Mark Hunter is the author of A Mind for Sales and High-Profit Prospecting: Powerful Strategies to Find the Best Leads and Drive Breakthrough Sales Results.
One Response
I really enjoy your comments
They are very positive
Tks for sharing