“For every minute spent organizing, an hour is earned.” — Benjamin Franklin
One of the biggest issues salespeople have is time management. We all feel busy, but busy doesn’t always equate to success. Salespeople often have the best intentions of working smarter, not harder. They talk about wanting to spend more time prospecting, setting up new Client Needs Analyses (CNAs) updating CNAs with Key Accounts, pre-selling Key Agencies, and building relationships with important contacts. These are the best use of their time.
Unfortunately, these things often get pushed to the back burner because a client needs something NOW, a mistake needs to be fixed, a manager needs a report, a collection call needs to be made, or a co-worker stops by his or her cubicle to shoot the breeze. Next thing you know, a whole day has gone by without any IMPORTANT work getting done.
In Memory of Melissa Kelly – My First Sales Manager
I recently visited my daughter’s kindergarten class as a volunteer. There were many routines the children followed including putting book bags away, sitting crisscross applesauce in circle time, and reciting the Pledge of Allegiance. But one part of the daily morning routine really hit home. It was called “The Daily Itinerary.”
