Time management is a cornerstone of sales success. Find out what one of the gurus of business has to say about how to do it well.
The measure of the executive, Peter F. Drucker reminds us, is the ability to "get the right things done." This usually involves doing what other people have overlooked as well as avoiding what is unproductive. Intelligence, imagination, and knowledge may all be wasted in an executive job without the acquired habits of mind that mold them into results.
Drucker identifies five practices essential to business effectiveness that can, and must, be learned:
- Managing time
- Choosing what to contribute to the organization
- Knowing where and how to mobilize strength for best effect
- Setting the right priorities
- Knitting all of them together with effective decision-making
- Ranging widely through the annals of business and government, Peter F. Drucker demonstrates the distinctive skill of the executive and offers fresh insights into old and seemingly obvious business situations.
When it comes to sales, the following principles apply the most:
- At the end of the day, make a list of tomorrow's action items
- Make two lists - 1) a list of action items that will lead to a sale, 2) all other items
- Prioritize the action items
- Allocate a set time for each task (focus on managing your time, not your tasks)
- Make action items that are related to more sales the top priority every day
- Analyze how you spend your time in a daily log and review it at the end of each week
- Identify the top three things you do that result in more sales (spend more time doing them; stop doing almost everything else)
- Identify the items that should/could be done by someone else just as well or better than you (shift them, delegate them, or change the underlying company process)
- Identify others' time that you waste; ask them for input (change your behavior)
- Identify the recurring fire drills (fix the process)
- Analyze attendance at meetings (is there an agenda? an objective?)
- Use technology (e.g. CRM/Smart phones/Apps/IPads/GPS) to better manage information