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TIME TO INCREASE SALES by Mike Le Put

Written by: Mike Le Put

Article Overview: Everyone gets the same amount of time. High achievers, low achievers all get 24 hours in a day. Great sales people, under-achieving sales people, great Sales Managers and under-achieving Sales Managers all get the same amount of time. The question is not ‘Do you have the time?’ but ‘What are you doing with the time?’, ‘How do you spend it?’ and ‘What return do you get on your investment of time?’

TIME TO INCREASE SALES by Mike Le Put

TIME TO INCREASE SALES by Mike Le Put

At MLP Training we run regular one-day ‘Goal Setting & Time Management Workshops’ for our customers. I normally start the day by asking delegates what they would like to achieve from attending such a programme. The two most popular responses are as follows:

 I want to find more time
 I want to find enough time to do everything

Let’s look at these two areas:

 You can never find more time. Everyone gets the same amount of time. High achievers, low achievers all get 24 hours in a day. Great sales people, under-achieving sales people, great Sales Managers and under-achieving Sales Managers all get the same amount of time. The question is not ‘Do you have the time?’ but ‘What are you doing with the time?’, ‘How do you spend it?’ and ‘What return do you get on your investment of time?’

 ‘I want to find enough time to do everything.’ The truth is that there is not enough time to do everything. The latest figures I have from the U.S. are that the average American adult spends 25 hours per week watching television.
I am sure there are a lot of people in America who would like to learn to play
the piano but say they haven’t got the time.
In reality, they have the time but they choose to spend it watching television. In this example, one way to find more time to spend on playing the piano is to spend less time watching TV.

Given that there is no greater time allocation available and there is not enough time to do everything, you may want to ask yourself where you could spend less time so that you can spend more time on your high priority areas. Sales people should always be asking ‘What is the best use of my time right now?’ Are you spending enough time with your top customers? Are you spending enough time on account development? Are you spending too much time in non-sales activities?

Here is another great question that you could ask yourself: ‘Is what I’m doing, or am about to do taking me towards or away from my goal?’ If it’s taking you away from your goal it is a distraction. The best way to find more time for goal activities is to spend less time on distractions.

Goal setting is the master skill of time management and time management is the master skill of high achievers. Remember that time is a level playing field – everyone gets the same amount of time. The difference between high and low achievers is the way they invest their time. It is a fact that people with goals achieve more than people with no goals. It is also a fact that people with high goals achieve more than people with low goals. That doesn’t mean that they have more time it just means they are more focussed, sell more, earn more and achieve more.

To find out more about Goal Setting and Time Management, call MLP Training on 01635 552151 or visit www.mlptraining.co.uk

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