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Guest post by: Tibor Shanto Become an Author

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I am not sure where it was, probably on the radio last week, but there was a discussion about gadgets and their impact on our productivity. The details escape me at the moment, but what really stuck with me was a statement by one of the talking heads who stated that he no longer has a wrist watch due to the pervasiveness of clocks and visible time on all the gadgets. Who needs the burden of a watch?

I remember thinking he was so right, it’s everywhere, like on my handheld, which is never out of my hands too long, e-mails, phone calls; in fact I am writing this very post on it, he is right, time is everywhere! This is why I find it so amazing that with time being so visible everywhere, how most sales people can’t seem to better. In fact the reason “I find the time” to write this post, is because I am waiting for someone who is challenged managing theirs; 15 minutes late and counting!

There are so many things that are out of the control of sales people; time is the one thing that they can and must master. Yet most sales people, from the very top, right down to street level, choose to squander their time day in day out. You hear their battle cry “we have to respond to our clients.” Somehow they feel more effective or valuable in a perpetual reactive state, rather than basking in the warmth of the control rooted proactive state.

I love asking sales people if time were money, and each year you were given a finite sum at the start of each year, how ready would you be to waste it, how much would you give up to others, how little control would keep over that money? Oh wow, 17 minutes late, but he is here, glad I found a way to use my unplanned down time.

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