How can you optimise how you are investing your sales day?

How can you optimise everything you do every day? Think about all your daily sales specific activities, your commitment to plan your day the night before, etc.

Example:

• Research 5 prospects
• Qualify one of them and add them to your Magnificent 50
• Communicate with 3 of your Magnificent 50 electronically, to start building rapport
• Make a phone call to one of your existing customers, to build the relationship
• Meet with a prospect for Breakfast
• Call 5 of your Magnificent 50 to arrange face-to-face meetings
• Meet with 2 of your Magnificent 50 prospects, to support those deals to keep moving through your sales funnel
• Meet with 1 existing customers, to add value to the relationship
• Meet with 1 existing customer to try to integrate into their business
• Meet with one existing customer to try to identify cross and up selling opportunities
• Meet with one existing customer to try to get a recorded testimonial
• Meet with an existing customer to try to get a referral

When doing this exercise, revisit your daily, weekly and monthly schedule.

Are you doing sufficient sales related tasks daily, weekly and monthly?

If not what do you need to add, adjust or change to optimise your current system.

Please list below, your current schedule below:

After exploring your current Power Schedule, what improvements can you make?

Example:

• Research 5 prospects
• Qualify one of them and add them to your Magnificent 50
• Communicate with 3 of your Magnificent 50 electronically, to start building rapport
• Make a phone call to one of your existing customers, to build the relationship
• Meet with a prospect for Breakfast
• Call 5 of your Magnificent 50 to arrange face-to-face meetings
• Meet with 2 of your Magnificent 50 prospects, to support those deals to keep moving through your sales funnel
• Meet with 1 existing customers, to add value to the relationship
• Meet with 1 existing customer to try to integrate into their business
• Meet with one existing customer to try to identify cross and up selling opportunities
• Meet with one existing customer to try to get a recorded testimonial
• Meet with an existing customer to try to get a referral

By using the above daily schedule, I am not achieving my daily and weekly sales targets.

My planned daily and weekly activities are thus not adequate to achieve my sales target, to WOW my customers and achieve all my sales related objectives.

In this example, I am achieving my sales targets in respect of my existing customers:

• I am integrating into 1 existing customers business a month
• I am getting at least 1 referral a week
• I am identifying at least 1 cross or up selling opportunity a week
• I am adding meaningful Value to at least 5 customers a week
• I am getting at least one recorded testimonial a month

On the new business side, I am however not achieving my new business target

In order to change the results, I am achieving, I need to change my activities

• Research 8 prospects
• Qualify 2 of them and add them to your Magnificent 50
• Communicate with 5 of your Magnificent 50 electronically, to start building rapport
• Make a phone call to one of your existing customers, to build the relationship
• Meet with 2 prospect a week for Breakfast
• Call 10 of your Magnificent 50 to arrange face-to-face meetings
• Meet with 4 of your Magnificent 50 prospects, to support those deals to keep moving through your sales funnel

By increasing the level of activity in respect of new business acquisition, will help me to improve my performance in that area.

Explore your own “Power Schedule” to see if there are any changes you need to make, to ensure that you achieve all your sales elated objectives.

Please list these changes below and ensure that you include them into your new “POWER SCHEDULE”

List how you intend to overcome your incorrect impression that you do not have enough time in your day.

Before you throw in the number one excuse most people use, as to why they do not achieve their sales targets.

Namely that you do not have sufficient time in your day

I want to completely dispel the myth that you do not have enough time each day. I

t is not a shortage of time you have, but rather a lack of commitment towards allocating your time to perform the right activities in a focused and organised fashion, which is keeping you from consistently achieving your sales targets.

If you are like the majority of sales people I meet, you work really hard, spinning your wheels, lost in distraction every day.

I am certain that you have already started to see a massive improvement in how you use your available time each day.

If you are really struggling and feel overwhelmed, even after creating your “POWER SCHEDULE“, please pause for a moment and consider using an “ACTIVITY LOG” for another five days.

Taking another look at what is consuming your time, may be just what you need right now.

Please list what time you intend to wake up every day below:

• I know we all lose the battle of the bed and resign ourselves to remain glued to our beds, until the last possible minute every day.
• Getting out of bed as soon as you wake up is one of the most powerful tools you have in your arsenal of sales success.
• I refer to this as you daily “Activation Energy”.
• Once you have learned the habit of waking up every day and you immediately, get-up, get-up and start your day.
• You are setting the tone for an energised and powerful sales day of achievement.

• On the other hand, when you lie glued to your mattress, regretting that the night is over and that you need to get up, you are setting a lackluster tone for your day.
• You are starting your sales day off, by giving yourself permission to underperform and procrastinate.
• When you wake up early every day, whilst your competitors are still sleeping, you get a head start on them, by the time they are wiping their eyes out; you have a few hours of performance under your belt.

Getting up early, inspired and energised is the best way to start your day.

Please list below, how you are going to ensure that you do this every day

Please describe how you are going to ensure that you have uninterrupted time slots every day, to perform all your crucial daily sales activities.

• Every time you allow yourself to be distracted during the day, by smart phones, incoming phone calls or social media, it takes about seven minutes to refocus and get back to the same level of performance you were at before the interruption.
• So think about it, if you are interrupted throughout your sales day, you are never ever really focused at all.
• No wonder you feel like you are exhausted and yet have achieved very little, every evening.

This is where getting up early in the morning, gives you a huge advantage. It gives you a few hours, every day, to be completely focused, at the time of day when you are the most rested and energized.

It allows you to actually get those priority tasks done. If there is only one tip you introduce from this module, then make a commitment to wake up early every day. You will literally astound yourself at how much you will achieve every day, during these few hours of power.

Commit to get up early, so that you get a head start on your competitors, but also revisit your Power Schedule and see if there are any changes you could make, to make it even better.

Please list your ideas below:

Please write down how you are going to remind yourself, every hour, to ask the two powerful questions “is the way I intend to spend the next hour the most valuable use of my time”? and “If not, then how can I improve things during the next hour” until it becomes an entrenched habit and an integral part of your daily Sales Success routine or Habit Set?

Begin each hour of your day this year by asking this simple question

“Is the way I intend to use the next hour, the best use of my available time and will it lead me closer towards achieving my vision and goals”?

“If it is not then how can I improve my actions in the next hour to achieve a better outcome”?

As you keep asking this question hour after hour, you will continually improve the results you are able to achieve. 

Until this becomes your new entrenched Sales Success Habit, I recommend that you set an alarm, to go off every hour, to remind you to carry out this crucial task.

Please list all the new routines, you will be introducing into your sales day below:

Life is a series of trade-offs, you are effectively forced to choose how to use or squander your time, during every moment of every day.

Remember, every wasted moment is spent forever, whereas every moment invested wisely, into your personal growth, towards achieving your sales targets or inviting meaning into your experience, grows and expands who you are.

• Time and therefore your life are traded for the things you choose to do or not to do.
• You have an incredible privilege right now, that privilege is awareness.
• Use that awareness, to create the life of your dreams by investing every moment wisely and have no regrets about what you did with your precious life

Example:

Despite having a good POWER SCHEDULE, I have noticed that I am not managing to move deals through my SALES PIPELINE, as quickly as I would like.

• I need to add additional time to follow through with my Magnificent 50
• I need to make more time to implement my multi channel communication strategy
• I need to make time to examine my current sales process to see if it is working

Think about any outcomes you need to achieve, but your current POWER SCHEDULE, is not supporting you to achieve below:

After identifying areas, where you may need to introduce new routines into your POWER SCHEDULE, please list below, how you intend to integrate them.

• Focus on prime projects during the prime time of your day and devote uninterrupted time slots to this endeavour.
• To achieve real and lasting success, you must create a schedule, which includes large uninterrupted periods, for working on your most important projects.
• Your best work is done and your full potential achieved, when you focus and prioritise your activities and perform these during uninterrupted time frames.

Example:

From the previous example I needed to add the following to my POWER SCHEDULE

• I need to add additional time to follow through with my Magnificent 50
• I need to make more time to implement my multi channel communication strategy
• I need to make time to examine my current sales process to see if it is working

When redesigning your POWER SCHEDULE, please consider first shifting tasks around.

First try to make these additional tasks, your priority tasks and see how this works.

If you are still struggling to achieve the outcomes you want, keep adjusting and honing your POWER SCHEDULE until it delivers the desired results.

List below, how you intend massaging your current POWER SCHEDULE, so that it will support you to achieve your desired sales outcomes.

Review all your goals, targets and sales outcomes you need to achieve and record these below:

Begin to review all your important thoughts, goals, projects and To-Do’s.

Is your current POWER SCHEDULE, adequate or do you need to make any changes to it, to ensure that you achieve all your goals and objectives.

• Detach from issues that you are unable to handle right now
• Focus your efforts on achieving your priorities
• Have laser focus on tasks, commitments and projects that need to be completed right now.
• The highest levels of productivity and decision making ability occurs when we have a completely focused mind.

Have you got sufficient time scheduled daily, weekly and monthly, to carry out these crucial activities?

If not, please make sure that you include these in your schedule, going forward.