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Topics Covered: <a href='/resources/search/?query=Sales personnel'>Sales personnel</a> | <a href='/resources/search/?query=Self improvement'>Self improvement</a> | <a href='/resources/search/?query=Time Management'>Time Management</a>
Sales Leadership
Feb 19, 2010 | Leanne Hoagland-Smith lock

What probably separates top sales performers from the rest is they know how to better self manage their daily actions within the constant time of 24 hours. Let's be genuinely honest about this fact:

Time management is an oxymoron.

No one can manage a constant. There are always 60 seconds to a minute, 60 minutes to an hour, 24 hours to a day, 7 days to a week, 52 weeks to a year. These measurements never change except for leap year when one 24 hour period is made up due to rounding of 24 hours.

If you accept time is a constant, then you may be more open to understanding what you need to do to make the most out of each day if you truly wish to increase sales. Possibly these five (5) questions for improved self management instead of time management will help you gain greater focus on what actions you may need to take, what behaviours and beliefs you may need to change.

#1: Do you believe you are an excellent "multi-tasker"? If so, you may wish to rethink this behavior. The human brain is not designed to multi-task. This does not mean it cannot multi-task, but the optimal functionality level is to handle one thing at a time. The more one is engaged in multi-tasking the greater likelihood for procrastination (a time management symptom), increased errors due to distractions and let us not forget greater stress.

#2: Do you believe in consistently planning your work and working your plan? The key word is here consistently. For some in sales, plan along with goal and "do-it" are 4 letter dirty words. Yes I know do it is two words, but if you say it fast is sounds like one. Here the role of "Captain Wing It" is alive and well. Spraying and praying actions with the hope that something will stick take center stage.

Sales Training Coaching Tip: When you work your marketing action plan and your sales action plan simultaneously, selling yourself becomes easier because you can quickly make those necessary course corrections.

#3: Do you believe in knowing your talents specific to your current role? From my own experience and working with my sales training coaching clients, people do not know their current talents specific to their current roles. There is far too much focus on non-talents and weaknesses. What I have also observed is people turn non-talents into weaknesses and then focus their energies on attempting to improve those weaknesses. Personal improvement is a good thing, but if it important to remember why winning teams win.

Sales Training Coaching tip: Winning teams win because of the collective strengths or talents of the team players not because of the collective weaknesses.

#4: Do you believe in having a written purpose, vision, values and mission statements? Making decisions to attend this business networking event to or subscribe to this Internet membership site to purchasing specific advertising are much easier when you have guidelines. When you have these 4 written statements prominently displayed, they become your decision making guidelines. Then you can quickly determine if the actions you take will get you closer to where you want to be. Just be honest for a moment about how much time have you wasted by being in a state of indecision?

#5: Do you believe in asking for help? Sometimes it becomes necessary to ask for help. This may be by hiring an administrative assistant to contracting out technology services. Delegation is a great way for better self-management. Also, you may consider finding a mentor or even an executive, business or sales coach.

These five (5) questions will help you better self-manage your daily behaviours as you engage in selling yourself to your potential and existing customers. How you honestly answer them and what actions you take will determine if you increase sales or not.

About the Author:

Sales Results Coach Leanne Hoagland-Smith helps you with your sales training coaching by selling yourself first so you work smarter not harder.

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