Is time management really possible in a chaotic sales environment? Meetings, events, training, proposals, contracts, and the list goes on and on. Then, as if that’s not enough, you’re hit with the last minute “stop everything and deal with it” issues. At the end of the week, reviewing what you did, once again you’ve failed in getting crucial prospecting activity completed. Why does this keep happening? More importantly, what can you do about it?
My wife needed a new vehicle due to medical issues. She was in Seattle for the operation. I had a week before I needed to get the vehicle to her. The mini-van needed detailed, rear bumper repaired, leather and heated seats added, and floor mats. I paid what they asked and was pre-approved. Pretty easy sale. While signing the papers I was asked to take the vehicle now and then bring back later. I resisted as this was inconvenient and unnecessary. I just wanted to pick it up when all the work was finished. Ultimately I was convinced to take it now.
Every sales team I have ever managed has had scheduled weekly one on ones. Not without resistance mind you. They think it’s a waste of time initially. Another “meeting” and “change”. But after a month or so these same soothsayers are the very ones that get mad if you miss or delay “their time”.
Watching a movie with my son the other night the main character announced that his company had “never fired anyone”. He went on to explain that “because of this they had loyal hard workers as they were secure in their positions and future”. While this is obvious fiction it does make one wonder. Where does company loyalty really come from?
