The main thing is to keep the main thing the main thing! ~ Steven Covey
Q: What is your career?
Q: So what were you hired to do?
Q: What are you doing right now?
A: “Well, I’ve got to review these contracts, update the CRM, call a vendor, oh and I have a staff meeting in 15 minutes, about 30 emails to answer, the boss is coming by, so I’ve got to clean the displays and bake fresh cookies. Oh, and then I’ve got—”
Here’s a blast from the past 5 Minute Sales Training video, but the message remains relevant throughout your life in general and specifically in sales.
Look, sometimes sales isn’t just about selling, right? But let’s be honest, selling is the main thing! It’s why you’re employed! Herein lies the importance of time management in sales.
How can we ensure that it stays at the top of our focus when there are so many distractions?
There’s a major psychological issue when it comes to crisis-driven activities.
When in crisis mode, you lose the ability to know what really matters.
It’s the difference between being busy and being effective. But now let’s talk about focus. Even when things are crazy.
Multitasking is a myth. That’s just not how the brain works. The brain can, at best, move from task to task fairly quickly, but it still can only work on one thing at a time.
The problem here is that when the brain is constantly shifting, it is never fully focusing. So even with the important stuff, we’re only partially engaged mentally.
The only way to handle this is to learn how to tune out unnecessary distractions.
You must be exceedingly intentional regarding the things that matter most.
For salespeople, that means lead conversion.
Lead conversion is always the number one priority.
Throughout the day, your brain needs to rest from time to time. Your brain is not built to go nonstop all day long without refreshing.
When you try, you end up using a depleted brain. And that means that the things that you are doing take longer and are actually of lesser quality. Your brain needs rest.
You need those quick little snippets of time to step away from all of the crazy.
It doesn’t take very much. Short walks, a quick video chat with your kids or to a friend, maybe reading just a couple of paragraphs of something inspirational, or frankly, just sitting alone with a few deep breaths.
Until next time, learn more to earn more!