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Want to Make Twice the Money? As I travel from North Carolina to Yarmouth, Nova Scotia at a speed of 560 mph and an altitude of 30,000 feet, it amazes me how we take for granted a simple commercial flight. We have 10 times more people in the sky at any given moment over the United States (Approximately 80,000) today than we did in cars in 1906. (8000) That's only a 100 years ago folks. And the average travel speed in your car back then was 10 mph!! (Actually, I'm not so sure that has changed much in the last 100 years. It's about the same speed I travel at while navigating around most major cities.) The point is that driving to Nova Scotia from North Carolina makes about as much sense as flying from Dallas to Ft. Worth. With the ability to travel so much easier, we assume that we are spending significantly more time in front of customers, correct? Not so fast. While we have become more efficient at so many things, we are still "stuck" in the early 1900's way of thinking. The average time a sales person spends in front of a customer? Only 7.5 hours a week, according to one recent survey. So how is it that, if we are only in front of our customers 7.5 hours a week, we can double our income? The answer is actually quite simple. Let's say you made $100,000 dollars as a sales person last year. And you were right on the National Average of spending 7.5 hours a week speaking with customers or prospects. How many hours do you think you would have to work to make $200,000? If 7.5 hours = $100,000, then 15 hours equals $200,000. (What's funny about this is most people look at me and say, "It's not THAT simple is it? Fifteen hours?") Yes, it is that simple. If you want to make twice the money, work twice as smart (not twice as hard). Now do this exercise for yourself: Write down what you did yesterday, assuming it was a work day. How much time was actually spent on the phone or in front of a customer? Now write down all the stuff you had to do that prevented you from actually getting in front of a customer. After completing the exercise, you will begin to realize that there are so many other things taking precedence that are getting in the way of your selling time. There are time management courses out there and tons of methods on how to delegate. Think about ways that you can make better use of your time. Whatever you decide is the best solution for you, TAKE ACTION and get better at managing your time. As I always tell my students, nothing happens unless you take action. If you are bogged down by expense reports, have someone else do them. If you are stuck in long drawn out meetings, have an agenda, an objective and stick to it. Figure out a way! This short note is meant for one purpose: Selling is the priority. Keep it that way. Or, before you know it ... you'll be catching the next bus to Nova Scotia.
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Download John's video where he explains how to calculate what your time is really worth. Do the math and stop wasting your time! Inherit a bad account? Learn how to turn around an account that went sour. No Such Thing |