How to Be A Sales Superstar: Break All the Rules and Succeed While Doing it

Chapter 5. Put Time on Your Side

Action Management vs. Time Management

Everyone wants to succeed. So why is it that all people don't succeed, or reach the level of success that they desire? The answer lies in what I call the Three Currencies of Success—Money, Talent, and Time. Everyone spends those three currencies everyday, and learning to maximize the effectiveness of those three currencies can propel anyone to become a sales superstar. In this chapter, we will focus on time. It's the most important of the three currencies because it's the only currency that, once you spend it, you can't get it back.

The three currencies of success must be maximized utilizing the Four Skills of Success—Sales skills, People skills, Marketing skills, and Life skills. There are 1,440 minutes in every day, and the difference between success and failure boils down to the actions that you take in that time. "Time management" is a misnomer; the correct term should be "action management. "You can't add or delete time, but you can manage what you do with your time. Action management is a life skill. Without the right life skills, the other three skills that you need for success—sales skills, people skills, and marketing skills—will not matter.

You have God given talent. You work to educate yourself and hone your skills. Now you must apply the proper actions to turn those skills and talents into moneymakers. Misspent potential talent equals poor results. I have seen many salespeople with great personalities ...