168

168 – It’s a number we should all know and protect. Each week we all began with the same amount, 168 hours. Some of us are getting way more out of our 168 than others. A few tips on how to optimize yours:

a.     Focus on high payoff activities (HPA’s). Our estimate is that sales people are spending less than 50% of their time on activities that generate business. Identify those activities that do (HPA’s), and get rid of all else. Either have someone else do the non HPA’s; outsource them from the company; or, just stop doing them.

b.     Know what your hourly rate is. Even a 100% commission only sales rep has an hourly rate. Just keep track of how many hours you work on a day to day basis; add them up for the month; take the money earned for the month and divide by the hours for your hourly rate. Just knowing the rate will help you change your behavior in how you invest your time. Either getting off the phone quicker, making sure meetings go quickly or not held at all, and keener focus on HPA’s will generate increased business!

c.     Hire an assistant (or more than one).

d.     For every YES, say NO a minimum of 4 times.

e.     Rather than working from a “to do” list, work from your calendar on an appointment basis, similar to a Doctor’s day.

Start being the person other’s remark about how you get so much done in a day!