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Sell Faster and Smarter: 5 Time Management Hacks For Salespeople

Sell Faster and Smarter: 5 Time Management Hacks For Salespeople

Time is money, as the old adage goes, and that’s never truer than it is for a sales team. The problem is that a salesperson never seems to have enough time. There are cold calls to make, quotes to put together, and presentations to give. Beyond that, plenty of time is spent on clerical, non-sales activities. The result for many salespeople is that they feel overworked and never have enough time to do all the selling they’d like to.

In reality, the difference between great salespeople and good salespeople is often that great salespeople know how to manage their time. By using every minute to its fullest, they’re able to knock out the mundane tasks and still have plenty of time left in the day to actually sell.

Here are five of the most effective time management strategies to make sure you’re able to sell more without having to put long hours in every day:

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1. Tackle hard projects first

Everybody has one or two things that they never feel like doing. For some reps, it might be cold calls. For others, it could be entering information into the CRM system. Many people hate checking and writing emails.

The bottom line is that it’s easy to push these tasks off and procrastinate doing something less important. If you really want to become a master of time management, you need to get your most unpleasant tasks over with as quickly as possible. This removes stress from the rest of your day and makes everything else just a bit easier.

2. Forget about multitasking

Multitasking is a badge of honor for many busy professionals, but it usually causes more harm than good. When you switch between two tasks, you lose momentum and work slower on both of them.

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If you’re handling something, see it through to the end before switching to another task. This keeps your momentum going and allows you to finish everything quicker than if you tried to tackle it all at once.

3. Keep email to a minimum

With email now tied to smartphones, it’s easy to get distracted dozens of times each day due to an incoming message. Your time is better used, if you avoid checking email throughout the day, and instead only respond to messages during scheduled times. You could schedule half hour blocks during the morning, afternoon, and right before you leave for the day. This minimizes distractions and allows you to bear down on more important tasks.

Many salespeople hesitate to do this because they’re afraid of missing something important. What if a large client sends an urgent message? There are several solutions to this. First, you can build alerts to notify you when something truly urgent comes in (from a certain client, containing certain keywords, etc.). You could also use this as an opportunity to offer your very best clients a bit of a value add, giving them access to a special ‘VIP’ email address that you do check 24/7. No matter how you handle it, the key is making sure only truly important emails get your immediate attention.

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4. Group activities

When you’re doing a particular task, you get into a groove. It’s similar to building muscle — the more often you use it, the better and stronger it’s going to be. For example, instead of making prospecting calls and immediately sending a follow-up email, break the tasks up.

You’ll be more efficient at making calls and leaving messages, if you aren’t constantly breaking rhythm by typing up emails. Send your emails later in the day when people are less likely to pick up the phone anyway.

5. Prioritize tasks each day

The best way to make sure everything gets done each day is by writing it down and checking it off as you complete it. Prioritize each task in three ways: tasks that must be completed that day, tasks that must be completed in the next couple days, and tasks that you’d like to complete if you have the time. Work through the most important tasks first, trying to get through to your third list. This will keep you focused on what’s important while keeping your eye on the future, too.

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Conclusion:

Being a salesperson is a difficult job with plenty of tasks to take care of each day. By managing your time more effectively and using the advice discussed above, however, you’ll be able to spend more time on your most valuable activities. You’ll relieve yourself of stress and end up selling much more.

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Last Updated on March 25, 2020

How Do You Change a Habit (According to Psychology)

How Do You Change a Habit (According to Psychology)

Habits are hard to kill, and rightly so. They are a part and parcel of your personality traits and mold your character.

However, habits are not always something over-the-top and quirky enough to get noticed. Think of subtle habits like tapping fingers when you are nervous and humming songs while you drive. These are nothing but ingrained habits that you may not realize easily.

Just take a few minutes and think of something specific that you do all the time. You will notice how it has become a habit for you without any explicit realization. Everything you do on a daily basis starting with your morning routine, lunch preferences to exercise routines are all habits.

Habits mostly form from life experiences and certain observed behaviors, not all of them are healthy. Habitual smoking can be dangerous to your health. Similarly, a habit could also make you lose out on enjoying something to its best – like how some people just cannot stop swaying their bodies when delivering a speech.

Thus, there could be a few habits that you would want to change about yourself. But changing habits is not as easy as it seems.

In this article, you will learn why it isn’t easy to build new habits, and how to change habits.

What Makes It Hard To Change A Habit?

To want to change a particular habit means to change something very fundamental about your behavior.[1] Hence, it’s necessary to understand how habits actually form and why they are so difficult to actually get out of.

The Biology

Habits form in a place what we call the subconscious mind in our brain.[2]

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Our brains have two modes of operation. The first one is an automatic pilot kind of system that is fast and works on reflexes often. It is what we call the subconscious part. This is the part that is associated with everything that comes naturally to you.

The second mode is the conscious mode where every action and decision is well thought out and follows a controlled way of thinking.

A fine example to distinguish both would be to consider yourself learning to drive or play an instrument. For the first time you try learning, you think before every movement you make. But once you have got the hang of it, you might drive without applying much thought into it.

Both systems work together in our brains at all times. When a habit is formed, it moves from the conscious part to the subconscious making it difficult to control.

So, the key idea in deconstructing a habit is to go from the subconscious to the conscious.

Another thing you have to understand about habits is that they can be conscious or hidden.

Conscious habits are those that require active input from your side. For instance, if you stop setting your alarm in the morning, you will stop waking up at the same time.

Hidden habits, on the other hand, are habits that we do without realizing. These make up the majority of our habits and we wouldn’t even know them until someone pointed them out. So the first difficulty in breaking these habits is to actually identify them. As they are internalized, they need a lot of attention to detail for self-identification. That’s not all.

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Habits can be physical, social, and mental, energy-based and even be particular to productivity. Understanding them is necessary to know why they are difficult to break and what can be done about them.

The Psychology

Habits get engraved into our memories depending on the way we think, feel and act over a particular period of time. The procedural part of memory deals with habit formation and studies have observed that various types of conditioning of behavior could affect your habit formations.

Classical conditioning or pavlovian conditioning is when you start associating a memory with reality.[3] A dog that associates ringing bell to food will start salivating. The same external stimuli such as the sound of church bells can make a person want to pray.

Operant conditioning is when experience and the feelings associated with it form a habit.[4] By encouraging or discouraging an act, individuals could either make it a habit or stop doing it.

Observational learning is another way habits could take form. A child may start walking the same way their parent does.

What Can You Do To Change a Habit?

Sure, habits are hard to control but it is not impossible. With a few tips and hard-driven dedication, you can surely get over your nasty habits.

Here are some ways that make use of psychological findings to help you:

1. Identify Your Habits

As mentioned earlier, habits can be quite subtle and hidden from your view. You have to bring your subconscious habits to an aware state of mind. You could do it by self-observation or by asking your friends or family to point out the habit for your sake.

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2. Find out the Impact of Your Habit

Every habit produces an effect – either physical or mental. Find out what exactly it is doing to you. Does it help you relieve stress or does it give you some pain relief?

It could be anything simple. Sometimes biting your nails could be calming your nerves. Understanding the effect of a habit is necessary to control it.

3. Apply Logic

You don’t need to be force-fed with wisdom and advice to know what an unhealthy habit could do to you.

Late-night binge-watching just before an important presentation is not going to help you. Take a moment and apply your own wisdom and logic to control your seemingly nastily habits.

4. Choose an Alternative

As I said, every habit induces some feeling. So, it could be quite difficult to get over it unless you find something else that can replace it. It can be a simple non-harming new habit that you can cultivate to get over a bad habit.

Say you have the habit of banging your head hard when you are angry. That’s going to be bad for you. Instead, the next time you are angry, just take a deep breath and count to 10. Or maybe start imagining yourself on a luxury yacht. Just think of something that will work for you.

5. Remove Triggers

Get rid of items and situations that can trigger your bad habit.

Stay away from smoke breaks if you are trying to quit it. Remove all those candy bars from the fridge if you want to control your sweet cravings.

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6. Visualize Change

Our brains can be trained to forget a habit if we start visualizing the change. Serious visualization is retained and helps as a motivator in breaking the habit loop.

For instance, to replace your habit of waking up late, visualize yourself waking up early and enjoying the early morning jog every day. By continuing this, you would naturally feel better to wake up early and do your new hobby.

7. Avoid Negative Talks and Thinking

Just as how our brain is trained to accept a change in habit, continuous negative talk and thinking could hamper your efforts put into breaking a habit.

Believe you can get out of it and assert yourself the same.

Final Thoughts

Changing habits isn’t easy, so do not expect an overnight change!

Habits took a long time to form. It could take a while to completely break out of it. You will have to accept that sometimes you may falter in your efforts. Don’t let negativity seep in when it seems hard. Keep going at it slowly and steadily.

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Featured photo credit: Mel via unsplash.com

Reference

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