When you are working with sales you have a very clear goal. To sell. It’s as simple as that. Almost brutal. Not all jobs has that immediate feedback that you are doing what you are supposed to. It’s like sports. To win a game can be a fantastic feeling. You’re “on top of the world”. To loose is the direct opposite. If you’ve worked with sales for a while you’ve probably heard the saying “Second place first looser”.
We all have the same amount of time. The clock ticks just as fast for all of us. It’s not about how much time we have rather than what we do with our time. You know what they say “Time is money…”. In sales this is very true. How you spend your time will have direct effect on your sales. So in that sense time actually is money. So the big question is: Are you using your time in the best way to accomplish what you need?
I don’t know if you’ve seen the movie “Alice in wonderland”. In the movie Alice meets a rabbit and asks the rabbit which way she’s supposed to take. The rabbit asks Alice where she’s going and she replies that she doesn’t know whereupon the rabbit responds:
“If you don’t know where you are going it doesn’t matter which way you go…”
In sales we usually know what we are supposed to do and what is expected of us. If you don’t know this this is where you need to start. But all you others that do know, the question you should ask yourself is if your daily activity supports that goal?
Here’s todays task for you:
- Log your time for the coming week. Se how much actual time you spend calling, doing actual sales meetings, networking etc. Once you’ve done that you will most likely be able to spot your own potential for growth and by focusing on just that increase your sales result.
Sure, it’s not what we do, it’s how we do it. True that but fact is that you can’t get around that if you want to sell more you have to have a high activity. I’m not saying this is in contrast to quality. Of course you need both. but you can’t have one without the other. You simply have to put your heart to it… 😉