Time is Money: the Sales Professional, the Clock, and the Pocketbook

Time is money.  Guess which group of people utters this phrase most frequently?  Commissioned salespeople.  Hands down.  It’s almost a rite of passage that you can’t be a salesperson unless you rinse and repeat daily.  Salespeople know how to turn time into money: spend a majority of time on selling activity, namely generating leads, business development, and follow-up.  Simple.  What makes it so hard?  All the non-selling activities that need to be done.  I believe many salespeople have lost sight of the value of their time.  They run for coffee, socialize with friends, check the latest blog postings, schedule personal appointments, surf the web…all which tends to increase when a sale is made…as if now they can relax a bit.  As a salesperson, if you really want to get clear about if the … [Read more...]