Time Management.  You see something on it everywhere on bookshelves, social media, and in the corporate landscape.  “Managing your Time for Greater Sales Success.”  “5 Best Ways to Start your Day in Sales.”  And, “How to manage your time better as a salesperson.”  I’m starting my blog on the topic of time because I do believe time is the #1 Resource in Sales.  24 hours, 7 days a week, 52 weeks a year.  The one universal opportunity that everyone is truly equal with.  Every salesperson gets the same amount of it every day, but every salesperson chooses to invest that resource differently.  Consequentially, it is those fundamental differences that determine relative success, both today, and over the course of weeks, months, and even years for sales professionals.  Here are three ways to change your perception of time to promote greater success in your selling activities.

1.  View time as a resource for investment.  You wouldn’t invest money into something that has a zero chance of a positive return.  Nor should one expect above market returns for investments sitting in cash.  Pull out your  calendar for today or this week (if you don’t have one, that would be your prerequisite for #1), and assess what “investments” you’re making.  If those planned activities are not getting you closer to your goals, does that plan make sense?
2.  Be ruthless in your response to other’s requests for your time.  Do not be afraid to reject, deny, or simply ignore requests for your attention during your pursuit of your goals.  Distractions are a fact of life, but they do not have to run your life.  Be very vigilant in recognizing when something or someone is wasting your time.  This is one of those times where being nice doesn’t pay.
3.  Do not blame anyone else for mismanaging your time.  The only person that has full and complete control of your time, is you.  It is easy to take credit for when your hard work and dedication with your time yields success, but don’t avoid taking responsibility for when you fail to reach your goals.  The reason for failure might just be your appetite for unproductive activities.

Time is an amazing resource that, if invested wisely, can produce tremendous personal and professional success.  Tomorrow will start a new day, what “investments” are you going to make?