What is your time really worth?

Time Management skills are especially important for sales professionals, who often find they are performing many different tasks during the course of the day. You can be in control and accomplish what you want to accomplish – first you’ve come to grips with the time management myth and take control of your time investing it where you receive the greatest return… time spent with clients.

In our last piece on Time Management we discussed the fact that time doesn't change and that all we can actually manage is ourselves and what we do with the time that we have. Identifying where we are wasting time, creating goals, implementing a time management plan, & prioritizing, using the tools readily available to us. We also discussed getting organized, establishing routines, setting time limits for tasks and using waiting time more effectively.

The one thing we didn’t talk about was truly understanding just what your time is actually worth…Determining your personal ROI… What your average sales potential per hour actually represents.  

First establish your average sale in dollars then identify how long it takes to complete a typical sale. In essence how much do you Sell in one hour in front of customers???  Tally the number of hours you spent in a particular week on other tasks… (Tasks where you could have managed your time better or even avoided) Now consider just how much could you sell in that squandered time frame?

For example; If my average sale is $1,000. and takes approximately 20 minutes… my sales potential is $3,000. per selling hour. If I spent five hours on other tasks this week, (where I could have better managed my time) and my time is worth $3,000 an hour in sales potential, those five hours have "cost" me a potential $15,000. in sales this week alone. Now extrapolate those numbers… how much does that cost you over the course of a month or a year? 

The one thing I know for sure is that our income as sales people is in direct proportion to the amount of time we spend with customers… or more simply… the more time you spend with customers - the more you make…

To succeed, we have to manage our time & stay focused investing our time where it yields the highest return… Time spent with customers - time spent SELLING!

For more conversation on effective time management principals check out our Time Management webinars on www.mymetroland.com  or register for our next Time & Territory Management course on Tuesday September 11th (9:00 a.m. – 1:00 p.m.) at our Wolfedale Training Room - 3125 Wolfedale Road, Mississauga, L5C 1W1 To register, email Melanie Facchini at mfacchini@metroland.com.