How to Set up Your Calendar for Success in Sales

Let’s talk about time management as a sales representative. This is one of the biggest challenges that I see for salespeople. We are spending a massive amount of time on activities that do not make us any money.

When we get to the end of every day and every week we wonder:

     Why did we not book enough appointments?

     Why do we not have enough sales calls on our calendar?

     Why are we not hitting our sales goals?

Most of the time it is because we are spending way too much time on activities that do not move the needle forward.

#1 Time Audit

The first thing I want you to do is what we call a time audit. I want you, for the next week, to pay really close attention to how are you spending your time. Set a reminder every 30 minutes and just say, “What did I do in the last 30 minutes, and did that activity actually contribute to my job, which is to drive revenue for the organization that I work for to close sales,” Now that you have an audit of your time, your understanding where you’re spending it.

 #2 Change How You Spend Your Time

Now we need to decide what we should be spending it on. What can we cross off the list that is not serving us? For most people it is about 60 to 70% of what you’re doing in your day-to-day is not serving you. It’s not helping you hit your sales goals.

#3 Reconstruct Your Calendar

Now what I want you to do is to create a calendar where your time is spent on the activity that serves you. Pro-tip my friends as a sales rep, your time is best served in conversation with potential clients. That is your primary time. If you’re not spending more than half of your time every single day in conversation with potential clients then your calendar needs to be pulled apart and put back together in a way that allows you to prioritize potential client-facing activities.

Prioritizing things like:

     Talking to new people every single day

     Moving the conversations forward

     booking all of the different calls, whether it’s a pre-sales calls, connect calls, an actual sales call, on your calendar.

That is your job as a sales rep.

If that’s not where you’re spending the majority of your time, it’s time to pull your calendar apart, put it back together, and make sure that you are prioritizing the most important revenue-generating activity in your calendar.

 That is the deal. It’s not that you don’t have enough time. It’s that you’re spending way too much of it in ways that are not driving revenue for you, for the company, and helping you hit your goals.

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