Time Waits For No Sales Person


Ever read Steven Covey’s ‘Big Rocks of Life?’  http://www.appleseeds.org/Big-Rocks_Covey.htm

Everyone hears (and/or says) ‘there isn’t enough time’.  Rubbish – there is.  Look at what people around the world in history have accomplished in the time they had.  Sure, they’d love more of it – but they had enough time to do some truly wonderful things.

It happens to us all – starting Mondays and the week seems achingly long.  We get to Friday and wonder where the week went and why we didn’t achieve what we were hoping to do.   Same happens with holidays – heaps of time to do all the things you want, until 24 hours before you go back to work.

What is the issue here?  Well, in short how we go about planning how we use our time, not how much we have.

It’s not that we don’t have enough time – it is we have a finite amount of time (our jar).  It is the fact that we often make poor choices about what is important to be doing rather than not having enough time.  It is how we use it, not how much of it we have.  If you had the scenario at work that you only had 1 hour to show your manager just how invaluable you are to them – would you be doing the tasks currently on your to do list?  Are they that important?  Would you focus on the sand or the rocks?

What happens in sales is you can be busy, but not productive.  There is always something to do – but not everything is the most efficient use of your time.   In sales, our ‘sand’, ‘gravel’ and ‘water’ always exist.  Often it’s noisy and demands attention.   And, unless you know your rocks well, it is easy for them to seem like a priority.

How does one fix this?  Simply refocus your perspective.  Back to the holiday analogy.  Don’t plan the tasks you have or want  to do, plan the outcomes you want to look back on.  Plan your holiday as if you’re on your last day of it, not your first.   What are your rocks?

Same goes with your sales tasks.  Plan the outcomes – the results of what you’re doing, not what you’re doing.  This focuses you on the successes, not the tasks.  What’s important to move forward.  It gives you perspective of the important v the trivial.  It shows you what your rocks are.

Yes, sometimes in order to move a rock, you need to shift some sand, water or gravel.  But you do this knowing how it affects your rocks, that you’re moving forward.

This helps ensure you stay focused on what’s important, not just tasks.    Sure, you need to know what you need to do to achieve it, but why you’re doing something is more important than what you’re doing.

How much time you have isn’t negotiable, how you choose to use it is.


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