Principle #2: Know What Time It Is

If you are like most salespeople, you have too much to do and not enough time to get it all done. To get ahead in today's fast-paced world, you've got to be aware of what time it is. I'm not talking about telling time, you learned that years ago. What I'm talking about is: It's not enough that you're doing a particular job right, you've got to be sure that you're doing the right activity at the right time. By the way, if you don't have a good watch, get one. The best and simplest time management tool is on your wrist. Common sense tells us that we should spend the majority of our time working on high-priority A and B accounts. Most of us don't. We waste a lot of time in the adult daycare center reacting to the demands of C accounts or even performing C activities. The first step is to take control of your entire day by knowing what time it is.