We all waste a lot of time on activities that DO NOT further our sales process. Spend time on sales related activites and you will sell more. Here's how to keep it in perspective:

Watch what you do.

Pay Time Activities - The Big Three are: Prospecting, Selling, Delivering (Servicing). These things should be scheduled during the hours your customers are available.

Non Pay Time Activities - writing proposals, research, e- mail, and checking out competitors should be done during off hours Stay on goal time, not clock time. The purpose of your work day is to accomplish goals, whether they take one hour, or eight hours. When you've accomplished the day's goals, stop working; go home to your family, play golf, or simply reward yourself for the success.

Keep your business out of the red by making sure that a majority of your day is spent in Pay Time. As Thomas Edison once said, "Time is really the only capital that any human being has, and the only thing he can't afford to lose."

Wishing you Good Selling! Copyright Sandler Sales Institute

Jeremy Rawitz