A full year gives us time equity of 8,760 hours. The use of these hours is a personal choice under our direct control. However, one thing we cannot control is the number of available selling hours in a year. There are approximately 1,760 selling hours in one entire year. That's all. A rather sobering statistic. Here's the math: Your customers work approximately eight hours a day and there are approximately 220 selling days per year (8 x 220 = 1,760). The 220 selling days is the number of business days minus weekends, holidays, and wasted time throughout the year, including travel time and doing personal chores during the business day. These numbers may vary depending upon industry, but for the sake of discussion I use 1,760.
During valuable selling hours you must organize yourself to maximize face-time or talk-time. Don't perform administrative obligations during selling time. Do those activities during the janitorial hours, outside the 8 AM to 5 PM selling hours. Having worked with large and small companies, I've often witnessed salespeople who don't appreciate what time it is. I see them in the adult daycare center during the day doing their expense reports or call reports, updating customer files, and performing general administrative obligations. There are approximately 4,400 janitorial hours in a year: the time available to perform your administrative tasks. Successful sales entrepreneurs know that selling is not an 8 AM to 5 PM job. They carefully plan their days to maximize selling time, and use the after-hours time to complete administrative activities. So, next time you're thinking of getting your hair cut, getting the car washed, or doing your expense report during selling hours, refer to Tim Commandment #3:
Have clearly defined primary and secondary agenda for every sales call.
Ask: What am I going to sell?
0 comments:
Post a Comment