It would be easier if a salesperson’s days were stable and predictable. Then many of the guidelines articulated by the generic time management books would apply.
Unfortunately, that’s not the case. While it is important to thoroughly plan the day, it is just as important to recognize that some days don’t go according to plan. There are many days that are like a fast-moving, swirling stream. Customers call with urgent problems. People aren’t there for their appointments. New issues come up and take more time. Customers’ agenda are longer then expected. The boss calls with an urgent request. You know the drill. Many days, in spite of our best plans, things just don’t go the way we expect.
If you’re caught in rapids like these, you can allow them ...
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