A couple of posts here have discussed and expanded on curiosity, energy, working hard, courtesy and more as desirable traits for successful salespersons. One more has been gnawing at me since those posts and I have been reminded that, as people have heard me say, good salespeople disqualify as much as qualify. In other words, good salespeople know where to spend their time.
There is a proverb that goes like this:
The Way We Spend Our Time Defines Who We Are.
It is obviously true. It is also true that this resource is limited and, for us mere mortals, is precious.
It is crucial that salespeople spend time, spend time doing the right things and spend time understanding where they spend time. Yes, scrolling through TikTok or your Facebook feed is off (and moreover the future of civilization says ‘thank-you’).
Good salespeople control their time, use it for productive endeavours and do not get sidetracked. Good salespeople are also the ones who admit when something unexpected has happened to sidetrack them and feel discomfort. The discomfort propels them to make up for the lost time and get back on track of consistency (of doing the right things and not doing the things that do not help with their goals and success).
Things That Need To Go Away: Not Automating Tasks That Can Be Automated, Not Knowing What Is Unproductive And Promptly Eliminating It And Above All Not Preparing For Effectiveness