Prep time

from SalesDog:

Publisher's Note: Our sales efforts often take a back seat to our day to day "housekeeping" duties and responsibilities. We don't always have time to focus our energies on doing what is truly best for our growing our income. This week Kim Duke gives us some simple yet powerful advice on staying focused and reaching your goals. Michael

Not Every Day is Game Day by Kim Duke Years ago I had a sales manager who used to be a professional football player. One of his favorite expressions was, "Not every day is game day." Football players only play a regular season game one day a week. The other six days they are focused on preparing for Game Day. Are you spending too much time on the field and not enough in the locker room? I see many entrepreneurs and salespeople getting overwhelmed by all the activities they need to do. They are going 100mph and running out of fuel fast. Of course, they end up exhausted, frustrated, depressed and anxious because they are not getting the results they want. Just because you are working hard doesn't mean you are working smart.

How to Be Prepared for Your Game Day:

Block off time in the morning. Each morning set aside a period of time for working on the business (this means no "warm and fuzzy" stuff like just meeting for coffee). I work on my business between 8 am and 11 am. This includes follow-up calls, marketing, setting appointments, writing articles, and sending my e-zine. In the afternoon I use my time for things such as meetings, research, and proposal writing.

Leverage your time. Be careful which clients and projects you accept. You want clients that are in your "target audience" and who can provide a foundation for referrals and future repeat business. Otherwise, you are spinning your wheels, working too hard and trying to make every day a Game Day.

Ask the magic questions. Each morning ask yourself, "What do I need to do today to move my business forward? What is the most important thing I can do to accomplish this goal?"

Too often I see salespeople and entrepreneurs occupying their time with all the "little stuff" - filing, pushing paper, making lists and other "housekeeping" chores. They keep themselves very busy yet aren't doing anything to grow their bottom line. Having a plan means that you are preparing for opportunity and when opportunity crosses your path you can seize it. Spend your time wisely and when Game Day arrives you'll be ready.

Kim Duke, The Sales Diva, provides savvy, sassy sales training for women, small business owners, and entrepreneurs. Additionally, she writes sales articles and sales tips for newsletters and websites internationally. Find out more at www.SalesDivas.com.

Sphere: Related Content