Sales is a job of do, do, do. It is a task-oriented endeavor, full of checklists, prioritizing, interruptions, procrastinations, have-to’s, want-to’s, could-do’s, should-do’s, and ultimately, results. Oftentimes, a sales rep’s daily agenda is self-generating: arrive in the morning, take on the first task that comes, and don’t stop until dark. They live on a treadmill, often wearing their high-weekly-hours-count as a badge of honor while seldom considering anything beyond the present moment.
But the best of the best don’t work that way. They don’t react. They are not victims of an overscheduled day. They take a smarter path, making better choices, engaging tricks and hacks, saying “no” a lot, leaving work at a decent hour, rarely working nights or weekends, and being completely present to their families instead of bearing the mental burden of work-related stress. But there is one key reason for all of this: Top salespeople have a secret habit that improves their productivity, increases their sales, and lowers the number of hours they spend working.
They think ahead.
Read the rest of Bill’s column on Printing Impressions.
