More Sales, Less Time

1. Recognize the Age of Distraction: Reclaim Your Time and Focus

"To sell more in less time, it's imperative for us to regain control of the following: Time: We're bleeding time. It's oozing out of our day, far more than we realize."

We live in an era of constant interruptions, where technology and information overload can derail our productivity. The average office worker checks their email 37 times per hour and switches tasks every 3 minutes. This constant task-switching comes at a high cost:

• Reduced focus and creativity
• Increased stress and overwhelm
• Difficulty completing important work

To combat this, we must first recognize the problem and commit to change. Start by tracking your time using apps like RescueTime or Moment to gain awareness of where your hours are going. This data serves as a wake-up call and motivates improvement.

2. Minimize Digital Interruptions: Strategies for Regaining Control

"E-mail consumes a giant share of our working hours. We check it incessantly, hoping to hear back from that hot prospect whom we forecast to close this month."

Take control of your digital environment to reduce distractions and increase focus:

• Turn off all notifications on your devices
• Check email at scheduled times (e.g., 10am, 12pm, 3pm) rather than constantly
• Use apps like Freedom to block distracting websites during work hours
• Unsubscribe from unnecessary newsletters using Unroll.me
• Create an icon-free home screen on your phone
• Utilize tools like SaneBox to prioritize important emails

By implementing these strategies, you can reclaim hours of productive time each day. Remember, most emails don't require an immediate response. Train yourself and others to respect boundaries around communication.

3. Optimize Your Workday: Design a Productivity-Boosting Schedule

"If you don't give your time a job, it will dissipate into a fog of distracted tinkering."

Structure your day intentionally to maximize productivity:

• Start each day by identifying your top 3 priorities
• Work in focused 90-minute blocks, followed by short breaks
• Group similar tasks together (e.g., all calls, all writing) to minimize context-switching
• Schedule your most important work during your peak energy hours
• Use the Pomodoro Technique (25 minutes of focused work, 5-minute break) to jumpstart difficult tasks
• End each day by planning for tomorrow

Create a "Power Hour" at the start of each day for uninterrupted work on your most critical task. Establish a firm quitting time to motivate efficiency. Remember, systems outperform willpower in the long run.

4. Adopt the Time Master Mindset: Transform Your Relationship with Time

"Acting 'as if' I were the Time Master made it easy for me to be different."

Shift your mindset to view time as your most valuable asset:

• Create a "Time Master" persona for yourself, embodying the traits of someone who uses time wisely
• Act "as if" you are already highly productive, even if you don't feel that way yet
• Make decisions by asking, "What would the Time Master do?"
• Focus on creating new, positive habits rather than battling old ones
• Celebrate small wins to reinforce progress

This mindset shift allows you to effortlessly adopt more productive behaviors. It removes the internal struggle and makes change feel natural and even fun. Remember, you're playing a role – there's no pressure to be perfect.

5. Prioritize Self-Care: Enhance Performance Through Wellbeing

"Sleep is a performance-enhancement tool. It's time to sleep our way to the top."

Take care of your physical and mental health to boost productivity:

• Aim for 7-8 hours of sleep per night
• Take regular breaks throughout the day (e.g., 17 minutes every 52 minutes)
• Engage in physical activity, even short walks, to enhance creativity and problem-solving
• Practice mindfulness or meditation to improve focus and reduce stress
• Pursue hobbies and interests outside of work to recharge

Research shows that adequate sleep, breaks, and exercise significantly improve cognitive function, decision-making, and overall productivity. Don't fall into the trap of thinking more hours worked equals more accomplished.

6. Accelerate Sales: Leverage Trigger Events and Simplify Decision-Making

"According to Forrester Research, if you can create a viable vision for the future, you have a 74 percent chance of closing the sale."

Focus on high-impact sales strategies to close deals faster:

• Identify trigger events (e.g., new leadership, mergers) that create urgency for your prospects
• Use sales intelligence tools to stay informed about potential triggers
• Create a systematic approach to prospecting, with pre-planned sequences of touches
• Simplify the buying process for overwhelmed customers:
  • Outline a clear decision roadmap
  • Address potential obstacles upfront
  • Start with smaller, easier-to-approve deals when possible
  • Create tools (e.g., ROI calculators) to support the decision process

By focusing on accounts with immediate needs and making decisions easier, you can dramatically shorten sales cycles and improve close rates.

7. Elevate Your Game: Continuously Improve and Target Bigger Clients

"To make more sales in less time, you need to call on bigger organizations."

Commit to ongoing improvement and pursue higher-value opportunities:

• Regularly analyze your performance and identify areas for growth
• Seek feedback from colleagues, mentors, and even clients
• Stay curious and experiment with new approaches
• Target slightly larger companies than your current clients to move up the "revenue ladder"
• Invest more time in research and preparation when pursuing bigger deals
• Focus on articulating business value rather than product features

Remember, you are the differentiator. By continually enhancing your skills and knowledge, you become an invaluable asset to your clients. This allows you to work with larger, more profitable accounts and achieve better results in less time.

Last updated: November 10, 2024