Think of all the available down-time you used to have that is now sucked-up by a smartphone: Riding in elevators, sitting (or standing) at traffic lights, waiting for your order at a fast food counter. We’re making use of every waking moment—and even some moments when we’re only half-awake!
Now, this trend has come full-circle: Any moment of time that we’re not able to be productive—or any issue that stands in the way of our productivity—can be infuriating.
These traits are true of almost anyone… certainly most folks who own a smartphone. But it is particularly true of those people who are trying to run a company. Keep that in mind the next time you plan an agenda for an important prospect or client: If they are in business, they are busy.
Are you making the best possible use of their time? Is your agenda well choreographed? Can you commit to using not one minute of time more than is necessary to accomplish what needs to be done? Are you sensitive to what your client needs from this time spent together?
The Performance Prism can help you build a high performing sales organization.
Mike Anderson is VP Consumer Insights and Communication at The Center for Sales Strategy