Time Equity: What's Your ROT?

Time is a unique, unrenewable resource. It marches onward at a rate of 60 minutes every hour. It shows no favoritism. No one is immune to the relentless, unforgiving passage of time. Consider this: two days from now, tomorrow will be yesterday. Or how about this: two days ago, yesterday was tomorrow. Confused? Read it again, you'll see. Warning: dates on the calendar are closer than they appear.

In today's competitive environment, workloads have become swollen by increasingly leaner and meaner companies. There are fewer positions on company organizational charts, and the average workload of those who remain has been growing. Salespeople now have to spend more time in the office distracted from selling by fulfilling administrative obligations. You must appreciate that companies today pay for results, not the number of hours you work. Companies no longer reward busyness. In many cases, working long hours, a 60- or 70-hour week, is simply a smoke screen concealing inefficiencies and poor work habits. Nothing is easier than being busy, and few things are more difficult than being efficient and effective. It requires discipline. Imagine having the time to get your work done, leaving the office at a reasonable hour, and spending the rest of your day with family or friends. It's possible; read on.

The one universal distribution of equity is time: Everybody on the planet has ownership of 24 hours per day. We all receive the same allotment, day in and day out. Each new day brings an automatic deposit of 24 hours into our "time account." I refer to it as time equity. Although each day brings a new deposit, each day the entire amount must be withdrawn, with no balance carried over to tomorrow. Use it or lose it. The challenge we face is how and where to invest our time equity. These decisions determine success, career path, productivity, and family status. The truth is that where we are in life is a direct reflection of how well we have managed our time portfolio—how and where we "spent our time." We often hear people refer to personal activities in terms of time equity: "How did you spend your weekend?" or "During our trip we spent a lot of time doing ..." Time equity is the essence of a full and complete life. We often take it for granted and succumb to its harsh, unforgiving consequences. We have to take responsibility for ourselves and consciously appreciate the positive impact time management can have on our lives.

Anyone who expects to achieve sales success should expect to make a serious commitment to working hard and efficiently. Throughout the five principles of time management that follow I share various techniques and suggestions to help streamline your activities. Remember we discussed balance in Chapter 2. Think of your activities in terms of quality and quantity. Balance means quality time versus quantity time. Many people spend quantity time in the office, but not quality time.

What's your return on time (ROT)? You own it; invest it wisely.