“One cannot buy, rent or hire more time.

The supply of time is totally inelastic.

No matter how high the demand, the supply will not go up.

There is no price for it.

Time is totally perishable and cannot be stored.

Yesterday’s time is gone forever, and will never come back.

Time is always in short supply.

There is no substitute for time.

Everything requires time.

All work takes place in, and uses up time.

Yet most people take for granted this unique, irreplaceable and necessary resource.” – Peter Drucker

Time Management for Inside Sales:

Remember, You don’t manage time, you manage yourself.

Identify the 2 top most important activities and do them first, everyday, until they are complete.

Group all other activities and give them a schedule.

Prepare your next day the night before.

Spend less time on non-revenue producing activities.

Break Down Your Sales Goal: For Example: $1,000,000/year – $83,333 a month – $20,000 a week – $4,000 a day – $500 an hour – $8.33 a minute.

Calculate number of prospect needed to hit your monthly goal

Never confuse activity with results.

Identify the time slots when you are most effective.

Use technology effectively to save time and effort.

Keep a positive attitude at all times.

Prioritize, use 80/20 (Paretto) Principle.

Stay away from people who waste your time.

Always confirm with the customer.

One of the ways you can identify where you can improve is to keep a time log for 2 to 3 weeks to see where your time is going.

Time Wasters:

Responding to e-mail immediately when it comes in, making it harder to refocus

Taking every call when it comes in

Surfing the internet

Chatting with co-workers

Spending time on low revenue producing accounts

Reading during selling hours

Sorting mail

Cleaning desk

Attending meetings unrelated to sales

Playing telephone tag

Being stood up because you didn’t confirm appointment

Listening to office gossip

Writing proposals without a template

Working on a C priority when an A isn’t completed

Handling paper more than once

Repetitively typing the same information into different forms

Calling on non-decision makers

Not knowing your products

Not using technology to the fullest to save time

No database of phone numbers or e-mail addresses

Selling to customers during the wrong sales cycle/fiscal year dates

No meeting agendas

Not working the 80/20

Letting distractions get you

Closing only small accounts