Time Management Tips for Salespeople

In his highly regarded sales programs, Brian Tracy teaches his “minutes theory”—that 100% of one's sales and income is generated by the number of minutes spent face-to-face with prospects and customers. In other words, time is money.

Based on interviews with thousands of salespeople and sales managers, Tracy has identified the following 10 “major time wasters for salespeople,” adapted from Time Power: A Proven System for Getting More Done in Less Time Than You Ever Thought Possible (AMACOM 2004) by Brian Tracy.

1. Procrastination

Usually, procrastination is caused by deep fears of rejection or failure. This kind of fear can only be overcome by confronting it everyday until it goes away. The most remarkable thing about your fears is that if you face them squarely, they diminish.

2. Incompletion of the Sale

Incomplete sales that require callbacks are a major time waster. These usually occur when a poorly prepared salesperson does not have everything he needs to conclude the sale—correct price lists, brochures, inventory figures or other necessary information. Often, when you call again on the prospect, he has lost all interest.

3. Poor Preparation

Proper preparation prior to a sales call requires that you learn as much about the prospect as possible before you meet with him. There is nothing quite so insulting to a prospect as when a salesperson tries to sell him something without knowing anything about him.

4. Ignorance

When the customer has questions about the product or service, the salesperson stumbles, bluffs or tries to make up an answer. This not only undermines the credibility of the salesperson and the company but shakes the confidence of the salesperson as well.

5. Unconfirmed Appointments

Too often a salesperson fails to phone and confirm an appointment for fear that the prospect will cancel it. When the salesperson arrives, the prospect is gone—a huge waste of time. Here is the remedy: Call the office of the prospect before you leave. Ask the receptionist if the prospect is in. If yes, say, “Thank you very much. Please tell him that this is ____ calling, and that I will be there for my appointment on schedule.” Then hang up.

6. Poor Planning of Calls Geographically

Cluster your calls geographically by dividing your territory into four parts. Work in one quadrant of your territory each day or half day.

7. Needless Perfectionism

Whenever you find yourself studying and over-studying your materials, insisting that everything be exactly right before you make a call, you must have the honesty to realize that you are dealing with fear. If you get going and start moving forward, you will forget to be afraid.

8. Distraction or Mind Wandering

Discipline yourself to face the prospect directly, lean forward and watch him intently while he speaks. Imagine that your eyes are sun lamps and you want to give his face a tan. This will keep you focused on the prospect and help you avoid becoming distracted.

9. Fatigue and Overwork

It is estimated that more than 50% of salespeople today are working in a state of fog. The rule is this: if you are going to sell five days a week, you must go to bed early five days per week. This practice will translate into more and better sales and higher income and will generate the money you need to take all the vacations you want.

10. Lack of Ambition or Desire

Sometimes this is the result of selling the wrong product. Sometimes it is because of a bad relationship with one's boss or co-workers. Whatever the reason, if you are not positive and enthusiastic about your product or service, this could be an indication that you should be doing something else.

For more information about Time Power: A Proven System for Getting More Done in Less Time Than You Ever Thought Possible and AMACOM's extensive catalog of business titles, click here.

To learn more about effective time management, consider these AMA seminars:

• Time and Territory Management for Salespeople
• Time Management

Author Bio: Brian Tracy, one of the world's premier business consultants and professional development experts, has worked with more than 500 corporations. The best-selling author of over a dozen books, his most recent titles include TurboStrategy, Victory! and Focal Point (all published by AMACOM).