by Dave Kahle.
 |
Good time management for salespeople has been an obsession of mine for more than 30 years. In the last decade, I've been involved in helping tens of thousands of sales people improve their results through more effective use of their time. Over the years, I've seen some regularly occurring patterns develop - tendencies on the part of sales people to do things that detract from their effective use of time.
Here are the four most common time-wasters I've observed. See if any apply to you or your salespeople.
Allure of the urgent/trivial.
Salespeople love to be busy and active. We have visions of ourselves as people who can get things done. No idol dreamers, we're out there making things happen!
A big portion of our sense of worth and our personal identity is dependent on being busy. At some level in our self image of our selves, being busy means that we really are important. One of the worst things that can happen to us is to have nothing to do, nowhere to go, and nothing going on. So, we latch onto every task that comes our way, regardless of the importance.
