CHAPTER ELEVEN

Time Management Techniques for Salespeople

“The successful person makes a habit of doing what the unsuccessful person doesn’t like to do. The successful person doesn’t like to do it either, but he does it because he recognizes that this is the price of success.”

—HERBERT GRAY

In 1928, the magazine Sales and Marketing Management surveyed American businesses to determine how efficiently salespeople were using their time. They discovered that the average salesperson in America was only working 20 percent of the time, approximately one and one-half hours per day.

This finding caused alarm bells to go off throughout the sales industry. The idea that salespeople were only working ninety minutes per day became the emphasis for improved ...

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