Today, I want to talk to you about time management vs self management. Now, here's one thing we know about time, it manages itself very, very well. In fact, you don't have to worry about time managing itself, what you do need to worry about, at least what we see around the country as we coach and train salespeople, is the concept of self-management.

The reason why you need to worry about it is because of this fundamental truth, your future self cannot be trusted.

How many times do you go to the grocery store and decide that, this is the week I'm going to eat healthy only to throw away most of it by week's end?  That's right, your future self cannot be trusted.

So, one of the things that we'd like to talk about today is the concept of what do successful salespeople do when it comes to managing themselves?

Self management, not time management.

I want to give you four things that we think successful salespeople do. 

• Successful salespeople do not waste time - Here's a number, 1,440 - or better yet, the number of minutes in a day.  Successful salespeople DO NOT waste even one of them.  So, make them count!

• They abandon to-do lists - They abandon to-do lists. Sounds crazy right? However, research has indicated that about 41% of things put on a to-do list never get accomplished.  Instead, successful salespeople schedule tasks directly onto their calendar, which has a much greater likelihood of these tasks actually getting accomplished.

• Successful salespeople only check their email a couple times a day! Maybe once when they get to the office, maybe once after lunch and maybe once before they leave for the day. Is it really necessary when that beep or that ding goes off to look and see "Oh my goodness, what is that?" It interrupts your flow of energy on the tasks you're working on and successful people do not allow email to be a "time suck" on their day.

• Successful salespeople do the hard things first - I think it was Brian Tracy that said, "If you gotta kiss a frog in your day, kiss it early."  Successful salespeople embrace that. They do the hard things first. Including scheduling the hours that they will prospect. 1,440 - I've used 3 or 4 of them this morning...it's up to YOU to use the rest. Have a great day!

So, now that we've given you OUR top four, what are some other habits that YOU think successful salespeople should follow? 

Leave a Comment below for a chance to win a Free copy of our "9 Keys to Coaching Sales Success" booklet! 

Time Management vs. Self Management Video:

https://anthonycoletraining.com/self-management/

Watch Sales Guy Unplugged:  Are Your Sales Questions Courageous Enough?

Mark Trinkle, Chief Growth Officer

Need more information?  Download this free SalesTool with the Drill Down Questions.

At some point that title won’t make me think of the great Jack Nicholson and his role as Colonel Nathan Jessup in the 1992 movie “A Few Good Men” … but it is safe to say that point in time is a long way off for me. It is one of my all time favorite movies.  For now, that famous line from Colonel Jessup has me thinking about how selling has changed so dramatically even within the last few years.

So, if you can handle the truth, here is the truth:  selling has changed…but salespeople have not.

There are two significant changes that have swept over the sales landscape:

1. The buyer is initiating the sales process…what HubSpot refers to as the buyer’s journey.
2. The buyer is further along in their thinking than ever before.

The first change brings to mind the 2011 Google eBook titled “ZMOT”.  ZMOT is an acronym standing for the Zero Moment of Truth and is defined as the exact moment in the sales cycle that is between the stimulus (how the prospect became aware of a product) and the first moment of truth (a P&G term referring to the decision to make a purchase).  In short, ZMOT refers to the point in time where the buyer is researching a product or service offering and the seller is completely unaware of the buyer’s actions.

Here is a quote from the Google book:

“If you’re available at the Zero Moment of Truth, your customers will find you at the very moment they’re thinking about buying, and also when they’re thinking about thinking about buying.” (ZMOT, 2011)

So, it all comes down to three simple questions:

1. Is your company winning or losing at the Zero Moment of Truth?
2. How do you know that?
3. What are you going to do about it?

It is inarguable that more and more buyers are finding and researching options online before they ever talk to a salesperson.  Some estimates have YouTube doing 3,000,000,000 searches each month and uploading 100 hours of video every 60 seconds.  And if they can’t find you…when they are looking for you…even if you don’t know they are looking are for you…. you are losing the Zero Moment of Truth.

As Colonel Jessup would ask “We live in a world full of prospects…who’s going to call them?  You?  They may have already passed their Zero Moment of Truth."

A guest post by Mark Trinkle, President & Chief Sales Officer 

Should your days or evenings include any down time, here is a great book recommendation for you.  

I have thoroughly enjoyed reading “Go-Givers Sell More” by Bob Burg and John David Mann.  I just don’t think I have ever read a book that is more consistent with the approach to selling that we both take and advocate to our clients, particularly along the lines of not sounding like a salesperson.

Listen to this quote from the book on the supreme importance of creating value:

“There is something quite utilitarian about the Law of Value.  Its pragmatic beauty is that it places the principal determinant of your success squarely in your own hands, rather than letting it be a factor of your circumstances.  While you cannot control what others do, you can control what you do.  If your goal is to make the sale, then you are dependent on the buying decisions of others.  But, if your goal is to create value for others, you are dependent on nobody but yourself.”

I also love the section of the book that teaches that your compensation as a salesperson is not a reflection of your goodness, worthiness, merit or industriousness: instead, it is an echo of impact. In fact, revenue (or, for our purposes, new business) is the echo of providing value in your conversations with prospects.

So, how about you?  Do you worry about selling something?  Maybe it would be helpful to simply worry about whether or not your prospect conversations are providing value.  As the authors point out, that is up to no one but you.

So, give the book a try. Thanks for reading…now go sell like a champion today.

Summary: When your goal is to provide value, your success as a salesperson is in your own hands. The impact you make on others determines your compensation. So, worry less about selling and focus more on providing value.