Time is money….there are only 24 hours in a day and everybody is allotted the same amount. How time is managed makes the distinction between true sales success and mediocre performance.  Big Ben in London has a poignant quote regarding the importance of time inscribed at the base of the clock tower.  It reads: “No minute lost ever comes back again.  Take heed and see you do nothing in vain.”

How do you use your time? Is your day comprised of rote activities, meaningless contacts and time wasters, or are you diligent in using each day as efficiently as possible?  The importance of staying focused and using time wisely boils down to the small actions that can be taken throughout the day.

Reviewing the “list” before going to bed helps to organize your priorities for each day.  By taking a few minutes in the evening to outline and prioritize the next day, you allow your mind to wind down and guarantee a better night’s sleep.  Creating that time to permit a “brain-dump” before heading to bed, allows your whole being to be more relaxed and benefit with better sleep.  Develop and maintain a list of specific things that will need attention each day.  Keeping a notepad and pen by your bedside can help log ideas that occur during the night.  Checking off details on the list daily offers a level of satisfaction and will enable you to accomplish more in less time.  Aim to accomplish the most important difficult task/project to be completed early in the day.

Examine the month ahead and anticipate what obstacles may be lurking.  Are there big projects or opportunities that need extra planning and time blocking?  Anticipate what’s on the calendar.  Sales appointments that are the bread and butter of most businesses and need advance preparation.  Often the worse appointments are those that were not prepped in advance.  “Winging it” should never be a part of an appointment.

Procrastination is a time killer.  Self-talk is defined as what you say or think to yourself, either silently or aloud.  Positive self-talk involves thoughts you intentionally choose to think because of the results they will produce in your life and business.  Motivate yourself by being your biggest supporter!

What is time worth?  Refine your day into doing the activities and tasks that will create the kind of income that your time is worth.  Eliminate the non-dollar productive activities.  Examine what your hourly rate is and focus on the activities that produce that rate, consistently.

Creating uninterrupted time to concentrate on the high priority items or activities that will improve business is the most elusive.  For sales professionals, prospecting is the number one action for success.  Eliminate all distractions and interrupts for four of the eight hours a day and a successful sales career will be secure.  Place your phone calls on hold, offer a voice mail recording identifying specific times when you return calls, and outline timelines for specific activities, such as prospecting, paperwork and calls outside the office. 

Take time to periodically examine your life and business plan.  If you haven’t developed these plans, do so. A focused plan allows inspection of each project, person or activity, and the determination of the time and effort associated with it.  Align purpose with your life and business model.   Learn the advantages of using OPE-Other Peoples Energy and Expertise and delegate responsibilities whenever possible. Your time is important, as well as the use of capital and talents. 

Time is a statement of starting, leaving or arriving and is what's expected.  To be slightly early sends a message of purpose, courtesy and respect - to others and yourself - and assures better results over time.

To be even one minute late (consistently or not), implies a message of rudeness.

Time is serious. Respect time.  Be organized, be prompt, respect the time of others and develop continuity within each day; the positive impact will improve business, and create trust.

Ralph Waldo Emerson said, "Activity is contagious." Have an impact. Enjoy great results. Embrace the early start. Go long. Inspire yourself and others.”