8

Time

The Great Equalizer of Sales

To succeed in sales, simply talk to lots of people every day. And here's what's exciting—there are lots of people!

—Jim Rohn

At the beginning of every Fanatical Prospecting workshop, seminar, and boot camp, we ask participants to tell us their greatest sales challenge. We've asked the question more than 10,000 times. Eighty percent of the sales professionals and sales leaders who attend our sessions say that they struggle most with time management.

“I just never seem to have enough time for prospecting with everything else I have to get done” is a constant refrain.

Yes, salespeople and sales leaders are busy. Yes, sales organizations are asking more of their salespeople than ever before. Yes, there are proposals to create, contracts to get approved, orders to enter into the system, calls to record in the CRM, meetings to attend, and asses to kiss. For salespeople, though, most time management problems are self-inflicted.

The difference between top performers and all of the other salespeople who are picking crumbs up off of the floor is top sales pros are masters at maximizing prime selling time for … selling.

Top performers organize their day into distinct time blocks dedicated to specific activities, concentrating their focus and eliminating distractions within those blocks. They develop outside sales territory plans that minimize drive time and inside sales plans that organize their database and resources to get the most out of each sales ...

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