Return on your investment

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I had a conversation with a fellow CEO today and he had some great insights into selling.  In fact he reminded me of something that I used to spend a great deal of time telling my sales team.  Calculate your "Return on Time Invested". 

Whether we are sales people, business owners, independent consultants, or inside sales, time is our most precious resource.  So, as you plan your territory and plan an attack on key accounts, TIME has to be foremost in your mind.  However, the biggest mistake I see is that in looking at time, we try and use it like it is running out.  In other words, I see sales people making the wrong decisions based on a limited amount of time. 

"I don't have time to create a plan..." "I don't have time to create a script..."  "I don't have time to go to training." You get the picture. 

The mind shift that has to occur, is that in order to use the time you have, you have to be prepared.  Planning, training, and call preparation are all GOOD uses of time.  It is doing these things that makes the "face time" you get more productive.  If you want to be more productive and have fewer sales calls before you get to a yes... stop and plan it out.  Spend some time in preparation.. 

If you don't already have a planner check out the 7 Habits Day Planner by Franklin covey.  Utilize Outlook and the capabilities it has.  Set aside quality time to plan and to focus.

You only get 1440 minutes in the day... About 600 of those can be used for selling...  Use them wisely.