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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 June 13, 2019

10 Best Success Books You Need to Read to Be Great at Business

10 Best Success Books You Need to Read to Be Great at Business

Take a minute and think about some of the most successful people you know.

I’d bet they’re great with people, are super-productive, and think differently than most. After all, that’s how they got to be where they are today.

Jealous of them? You don’t have to be.

You can learn these same skills by studying some of the best business and success books that can help you take your game to the next level. Here’re 10 of my favorites:

1. How to Win Friends and Influence People by Dale Carnegie

    Dale Carnegie’s best-selling book that helped to launch a personal growth empire should be required reading for everyone who wants to learn how to build and nurture relationships for a lifetime.

    Read this book and you’ll learn some simple advice than can help you build popularity points within your current network and just as important, expand it to others.

    Get the book here!

    2. Focal Point by Brian Tracy

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      Got a lot on your to-do list? Of course you do. But what separates productive people from others is their ability to focus on a singular task at a time, and getting it done before moving on to the next one.

      Sounds simple in theory, but this can be extremely difficult in practice. In Focal Point Brian Tracy offers tips to help build discipline and organization into your day so you can get more stuff done.

      Get the book here!

      3. Purple Cow by Seth Godin

        Creating a “me-too” product can be easy at the start but can doom you to business failure. That’s why marketing maverick Seth Godin recommends creating a product that is truly different from anything already available in the marketplace.

        In essence by making the product different you’ll be building the marketing into the actual product development…which just makes your actual marketing a helluva lot easier.

        Get the book here!

        4. The Magic of Thinking Big by David Schwartz

          If you’ve struggled with procrastination or small thinking, this is the book for you. In it Schwartz offers practical advice that can help you get inspired and motivated to create a bigger life for yourself. And with it can be a more lucrative and rewarding career.

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          Get the book here!

          5. Man’s Search for Meaning by Viktor Frankel

            It can be difficult for lots of people to keep things in perspective, especially when working on high priority and urgent projects at work.

            Man’s Search for Meaning can be a life-changing book in the sense that it can open your eyes to a first-hand experience of one of the greatest atrocities in the history of mankind, while also teaching a valuable lesson about having purpose.

            Get the book here!

            6. The 4-Hour Work Week by Tim Ferriss

              Solo-entrepreneurs can learn a ton from the guy who made lifestyle design popular. But guess what? The 4HWW isn’t just for guys and girls who want to start a small online business.

              Smart moves like outsourcing, following the 80/20 rule, and automating processes should be made by entry-level workers and established executives alike.

              Get the book here!

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              7. Think and Grow Rich by Napoleon Hill

                I remember sitting on a couch and opening this book on a Saturday morning, thinking I’d get through a chapter and then get on with my day. Instead, about 12 hours later, I was finished with the book. The concepts in it were mind-blowing to me.

                To think that thoughts can create your reality sounded a little far-fetched at first. But after going through the book and understanding that your thoughts create your beliefs, which lead to actions, which then lead to habits….well you can get where I’m going with this.

                If you focus your thoughts on success, achieving it will be much more likely than thinking about obstacles, failures and everything else that can get in your way.

                Get the book here!

                8. The One Minute Manager by Kenneth Blanchard

                  If you’re going to read one management book in your life, this should be it. It’s simple. You can read it in an afternoon. And the advice works.

                  Get the book here!

                  9. The Lean Start-Up by Eric Ries

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                    Before you create any sort of business you’ll want to give Lean Start-Up a read through. Doing so can save you money, time and other resources you could have potentially wasted otherwise.

                    Get the book here!

                    10. The Monk and the Riddle by Randy Komisar

                      The story Randy Komisar shares in the Monk and the Riddle offers advice about not just about how you need to think when starting a new business, but also about how to build a life you’re passionate about.

                      Understanding the technical aspects of launching a start-up is great, but if you don’t have the staying power to stick with it when the going gets tough then it’s not likely to work.

                      This book can help you understand this lesson before you spend blood, sweat and tears on a project that you’re heart isn’t into.

                      Get the book here!

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