Episode 252 Return on your time!

Episode 252 is about getting a return on your time. It's not just about working harder but about working smarter.

 

If you're in sales, you understand the value of every minute. It's about putting in the hours and making each moment count. Let's dive into how you can invest your Time to maximize results and revenue.

 

Understanding Return on Time

Let's start by unpacking what 'Return on Time' means. In sales, it's the key to efficiency. It's about identifying the most impactful activities and directing your Time towards them. Think of your day as an investment portfolio. Are you putting your Time into actions that bring the highest returns? Just like in finance, diversifying your 'time portfolio' can lead to significant gains in your sales performance.

 

 

Pinpointing High-Impact Activities

Now, the critical question is: Which activities should you focus on? Start by examining your sales funnel. Prospecting, lead nurturing, closing deals, and follow-ups—each stage demands Time, but not all actions are created equal. Look at historical data. Which activities have consistently led to closed deals? Often, those personal touches or well-researched cold calls generate more impact. These activities can move the needle in your sales career, and focusing on them can be a powerful motivator.

 

Spending quality time understanding your client's needs and customizing your presentation of solutions can dramatically increase your conversion rates. It's all about building relationships, not just transactions.

 

 

The Time-Waster Trap

We must also address the time-waster trap. These are activities that consume chunks of your day but yield little revenue. Think excessive admin work or unproductive meetings. Identify these traps and find ways to minimize them. Automation tools can be your best friend here. Remember, every minute saved from low-yield tasks is gained for high-impact activities.

 

 

Setting Boundaries and Priorities

Prioritization is your key to control and focus. Start each day by listing three main goals. What must you accomplish today to move the needle? Use techniques like the Eisenhower Box to distinguish between urgent and important tasks.

Block specific times in your calendar for prospecting and follow-ups. Treat these blocks as sacred—no interruptions! It is your Time to shine and be assertive in your priorities.

 

Time Management Strategies  

Now, let's talk let's. You might wonder, "How can I "best allocate my time?" Here are "few tactical approaches:

 

• Time Blocking:

Schedule dedicated blocks for different activities. Allocate specific hours for prospecting, client calls, and administrative tasks. This structure helps reduce distractions and enhances focus.

 

• The Two-Minute Rule:

If a task takes less than two minutes, do it immediately. This strategy keeps your to-do list short and prevents minor tasks from piling up.

 

• Key Account Focus:

Identify your top revenue-producing accounts and schedule 30-45 minutes daily to review where you can add value or make adjustments. If you need ideas, brainstorm with your manager or other key personnel. Do the same for accounts you want to grow to a key spending level.  

 

Remember, your days are finite, but your potential isn't. By focusing on high-impact activities, employing effective time management strategies, and continuously assessing your progress, you can significantly enhance your return on Time and drive your sales career forward. Let this inspire and motivate you to make the most of your Time.

 

If you enjoyed today's episode and found it valuable, subscribe wherever you listen to podcasts. Until then, keep investing your Time.

 

Remember, it's not about Time spent but the value it brings. See you next Time!

 

If you need to save time preparing for sales meetings check out:

www.Threewordmeetings.com.

 

Sales Meetings with Purpose. An innovative approach created by Lisa Thal, an author, inspirational speaker, and business coach with over 37 years of marketing, sales, and leadership experience. Her book Three Word Meetings transforms how sales managers and leaders conduct team meetings, making them more engaging, purposeful, and impactful.