“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.
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
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