Take Control of your Time

"Being an effective sales person is tough in today's environment," says business coach Tom Kelly. "As a salesperson, you are responsible for a myriad of tasks and responsibilities in addition to selling the product or service. As a result, it is paramount that you effectively manager your time. If you don't, you may find yourself in reactionary mode, and your sales will suffer as a result."

Here are a couple tips from Kelly to avoid this trap:

1. Maintain a "Master Schedule"

The most effective way to manage your time is to make sure that your daily actions are in alignment with your intentions. One way to do this is to design a "Master Schedule" that includes all the things that you need to accomplish each week. By committing to this schedule and eliminating time wasters, you can effectively manage your time.

2. Stop tolerating things that waste your time

Don't allow people and things to waste your time. If you are asked to attend a meeting, make sure you know what the meeting is about, why you need to be there, and what the agenda is. If this isn't clear, don't attend. Additionally, remove yourself from the company of people that are just there to waste your time.

3. Implement the FAB technique

FAB stands for Focus, Administrative, and Buffer. Use this technique to effectively schedule your day. For example, schedule focus times during the day for meetings with clients, prospecting, and any other tasks that are critical to your success. Make sure that you are not interrupted during focus times. Anything that is not critical, but needs to get done should be scheduled during administrative times, preferably outside of the normal sales calling times. You can fill in the blanks with buffer time, time when you can take a break to restore your energy.

4. Set up blocks of time for phoning and e-mail

Set up a consistent time each day to return phone calls and do e-mails. During the rest of the day, stay away from these tasks, as they can immediately put you into reactionary mode. Consider not answering your phone during the portion of the day when you are visiting customers. Instead, leave a message on your voice mail instructing the caller to leave you a voice mail, and you will return their call at the end of the day. Avoid doing e-mails first thing in the morning, as this can get you off track as well.

"By taking control of your time, you will be much more effective as a salesperson, and your customers will respect you more for it," says Kelly. Happy selling!

Tom Kelly is a Profession Business Coach that specializes in working with small business owners, entrepreneurs, and salespeople. He can be reached at (773) 907-0921, or at www.potentialinmotion.com.