Lifestyle Design for Exceptional Sales People

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Paperwork.

Reports.

Meetings.

Blah, blah, blah.

For most salespeople, the number of tasks that directly relate to earning income are minor compared to the tasks you are responsible for. Even if your organization has minimal reporting and paperwork (If so, let us know if you are hiring!) the amount of time invested SELLING is small compared to the amount of time doing other things.

I was listening to a time management program by Brian Tracy a few years ago, that showcased an insurance sales professional. Jerome B. who had 7, yes…that’s right SEVEN assistants working for him. This time management junkie did one thing.

He met belly to belly with clients. Period.

He didn’t do paperwork, he didn’t fill out a single report, he didn’t send thank you notes (although he probably autographed them) and he didn’t pick up the phone.

All he did was do the ONE thing that only he could do…sell.

100% of his marketing, prospecting, management, operations, paperwork and non-selling tasks were delegated to his staff. Down to the most minuscule personal or business task, such as buying stamps or a gift, Jerome B. did none of this. He was passionate about his time and when he wasn’t with his family, he was on the countdown clock of his life. It was ticking backwards to zero and he knew that his productivity was paramount.

Studies have shown that the average sales person spends less than an hour a day meeting with qualified prospects. This is a DAILY average. Imagine if you actually invested not 8, but even 2 or 3 hours EVERY day, meeting face-to-face with qualified prospects. What if you could do that consistently? Would that number was 4 hours a day. The average sales person could effectively triple their sales, not by spending more time, but by shifting non-sales tasks to a team.

Before you poo-poo the idea that you can’t afford to hire an assistant or two to help you with those tasks, I urge you to read, The Four Hour Workweek, by Tim Ferriss. I’ll post a full review here later, but suffice to say, implementing even 10% of the ideas in his book will make you 500% more productive, for a lot less than you think.

At the very least, you can be doing some of your mundane tasks on the beach, instead of a cubicle.

-Doug Crowe

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