Start Managing Your Time Today

One of my favorite “Salesperson’s excuses” for not doing any business is: “I’m so bogged down in paperwork I don’t have time to make the calls, let alone go on appointments.”

My reply to this is always the same. I say, “There’s a very simple solution. Just stop selling altogether and there won’t be any paperwork.” Of course there won’t be any job either, but that’s beside the point.

A very important key to organizing your time as a salesperson is to always remember:

Paperwork time is infinite, Selling time is not.

You can only sell when clients and prospects are around; let’s say between 9AM and 5PM. However, paperwork is a one person task that can be done 24 hours a day, even at 3AM on a Saturday morning. Now I’m not telling you to do paperwork at 3AM Saturday morning, in fact I don’t want you to. I want you to have a life: I think that’s extremely important, but you get the point.

Oftentimes there’s no way around it. Very few people in this world became successful working 40 hours a week. You wouldn’t be the only person to put in extra time or take work home with you.

Why do paperwork if you can be talking to a client on the phone or in person? If you absolutely have to do paperwork during normal business hours, block out a certain time to do it. Don’t do it as you’re making phone calls. Try to avoid momentum breaking starts and stops.

Never do anything during “Prime Selling Time,” that can be done at any other time. The whole idea of working smart is to be able to call; speak to; and see as many clients and prospects as possible during a limited period of time. Maximize your effort.

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