Focus Your Time on Selling - Not on Busywork

I, like so many sellers and service professionals, find staying focused on selling during prime selling hours to be difficult. As a sales trainer, coach, and consultant, my days are filled with activities that try to pull me away from selling. Yet, like every other company, selling is the life blood of my business—its what keeps the doors open and the company healthy and growing.

Interruptions, minor emergencies, emails, phone calls, and a myriad of other issues and concerns are constantly trying to draw my attention away from my primary business activity—selling.

Listen, I have only certain hours during the day that are my prime selling hours. If I lose those hours, I lose revenue; I lose precious time that no matter how hard I work, I can never regain. Consequently, it is important I keep my focus on true sales activities between 8am and 5pm.

Nevertheless, there are things that must be done and some of those things simply won’t wait until non-selling hours.

So what did I do?

My solution has been to set aside four ½-hour times during the day when I will address non-selling issues. Twice in the morning and twice in the afternoon I set aside my selling and marketing activities in order to return calls, handle ‘emergencies,’ and the other ‘busy’ work of my business.

Of course, if a real emergency arises, it takes precedence over all else. But real emergencies are rare.

This process has allowed me to concentrate on selling and prospecting without worrying that other aspects of my business will suffer. Anything that comes up will be addressed shortly—but without interrupting my selling time.

It takes discipline to get into the habit of leaving things lie for a little while. But those things that used to find ways to cut my selling time in half—or more–are now much controllable.

Follow Paul on Twitter @paul_mccord