In her latest book, More Sales, Less Time, author Jill Konrath discusses several great tips and tools that help busy sellers be more productive.
Technology and information overload is challenging even the most organized and productive sellers. As Jill writes about in her book, many salespeople are addicted (literally) to checking their smart phones and emails. The problem with the constant checking are many, one being that most salespeople are so busy checking emails, texts and voicemail they never get to the real work of contacting prospects and clients!
Here are three tips from Jill’s book that you will help you get productive and get more sales.
- Get up and get going on the right activity. Research shows that high achievers are up at the crack of dawn. Now, the difference is how these high achievers start the day. They don’t wake up, immediately start checking email and get stressed out. No, high achievers get up and start their day with downtime, reflection and setting their intent for the day.
They know that how you start your day is how the day will progress.
I have adopted this habit for years and can tell you that it’s a game changer.
- Stop multi-tasking. I don’t care if you’re 13 or 91 years old. The brain is the brain and the brain always wins. According to the American Psychological Association, shifting between tasks can cost as much as 40% of a person’s productive time. In a 50 hour week, that’s 20 hours!
Pretty sure we could achieve more sales quotas if we focused on one thing at a time.
- Color code your calendar and apply reality testing. Choose orange for prospecting, green for actual sales meetings, yellow for business building. Research shows that most of us think we are better at ‘something’ than we actually are. I.e., We think we are better drivers than we are. In sales, we often think we are investing more time in selling activities than we actually do. This colorful visual of your calendar provides real data on where you are investing your time.
It’s that time of the year to reset and renew. If you want to achieve your sales quota easier this year, become a student of productivity. You aren’t going to get any more time in the day. However, you can use the time you have more productively.