{"id":62,"date":"2023-02-01T16:24:08","date_gmt":"2023-02-01T16:24:08","guid":{"rendered":"https:\/\/pierrelecoach.com\/?p=62"},"modified":"2023-02-01T17:10:52","modified_gmt":"2023-02-01T17:10:52","slug":"sales-and-the-bucking-horse-named-time-management","status":"publish","type":"post","link":"https:\/\/pierrelecoach.com\/en\/sales-and-the-bucking-horse-named-time-management\/","title":{"rendered":"Sales and the Bucking Horse Named \u201cTime Management\u201d"},"content":{"rendered":"\n<figure class=\"wp-block-embed is-type-rich is-provider-embed-handler wp-block-embed-embed-handler wp-embed-aspect-16-9 wp-has-aspect-ratio\"><div class=\"wp-block-embed__wrapper\">\n<iframe title=\"Time Management\" width=\"500\" height=\"281\" data-src=\"https:\/\/www.youtube.com\/embed\/904gJaYEZkg?feature=oembed\" frameborder=\"0\" allow=\"accelerometer; autoplay; clipboard-write; encrypted-media; gyroscope; picture-in-picture; web-share\" referrerpolicy=\"strict-origin-when-cross-origin\" allowfullscreen src=\"data:image\/svg+xml;base64,PHN2ZyB3aWR0aD0iMSIgaGVpZ2h0PSIxIiB4bWxucz0iaHR0cDovL3d3dy53My5vcmcvMjAwMC9zdmciPjwvc3ZnPg==\" class=\"lazyload\" data-load-mode=\"1\"><\/iframe>\n<\/div><\/figure>\n\n\n\n<p>In my practice as a Sales Coach, I\u2019ve come to recognize that most salespeople <strong>undervalue their time<\/strong> and don\u2019t realize that it is in fact their <strong>most important asset<\/strong>. But the reality of this job is that we often lose track of time because of the constant <strong>demands from our environment<\/strong> \u2013 clients\u2019 demands and internal demands from our employers. Especially at this time of the year, it becomes even harder to focus on what\u2019s really important.<\/p>\n\n\n\n<p>I\u2019ve watched too many salespeople get on the \u2018horse\u2019 very early in the morning and then be taken for a heck of a ride, going along wherever the horse feels like going, <strong>answering to everyone else\u2019s demands and focused on so-called \u2018emergencies\u2019.<\/strong> While they might feel like they are being productive, being carried along is not going to help them deliver on their bottom line<strong>. <\/strong>A friend in the consulting business once told me: \u201cPierre, you can\u2019t invoice your lost day to a client!\u201d and this still resonates with me <strong>every day.<\/strong><\/p>\n\n\n\n<p>To avoid being dragged along by this bucking horse, it\u2019s important to prioritize your time and build an agenda that reflects the goals of your sales plan. <strong>Your Sales Goals should always remain your Top Priority<\/strong>! Make sure to allocate enough time in your schedule for all your sales calls, but don\u2019t forget to also schedule time for follow up conversations and prospecting.<\/p>\n\n\n\n<p>Inevitably, at some point during the week, you will have to deal with other issues, but at least your Sales Plan will be at the forefront of your mind when planning your agenda. When you do encounter these \u2018emergencies\u2019, make sure first that they are real emergencies and not distractions. <strong>Schedule a time to work on these emergencies, <\/strong>and deal with them then. For example, plan a couple hours per week at the end of the day or before lunch to work on them.<\/p>\n\n\n\n<p>If you value your time as your most important asset, you will start to act accordingly. Otherwise, I can guarantee that your <strong>Bucking Horse will take over<\/strong> and your day will be gone with the wind, the same way the wild horse runs without knowing where he\u2019s going. One\u2019s thing for sure, the horse is headed somewhere: it might be a bumpy ride and you might end up nowhere near your goals. As a result of many days like this, you\u2019ll also have to explain to your boss why you took so many <strong>wild <\/strong>rides!<\/p>\n\n\n\n<p><strong>Here are some tips to improve your time management:<\/strong><\/p>\n\n\n\n<ol class=\"wp-block-list\">\n<li>Build your agenda according to your Sales Goals\/Plan<\/li>\n\n\n\n<li>Include all goal-related activities in your agenda: prospecting, meetings, follow-up conversations\u2026<\/li>\n\n\n\n<li>Learn to differentiate between real emergencies and distractions<\/li>\n\n\n\n<li>Schedule time to deal with emergencies, and work on them during these times only.<\/li>\n<\/ol>\n\n\n\n<p>I hope you all have a great end of the year, and I look forward to sharing more tips with you in the New Year!<\/p>\n\n\n\n<p>Pierre the&nbsp;Coach!<\/p>\n","protected":false},"excerpt":{"rendered":"<p>In my practice as a Sales Coach, I\u2019ve come to recognize that most salespeople undervalue their time and don\u2019t realize that it is in fact their most important asset. But the reality of this job is that we often lose track of time because of the constant demands from our environment \u2013 clients\u2019 demands and [&hellip;]<\/p>\n","protected":false},"author":1,"featured_media":0,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"wds_primary_category":0,"footnotes":""},"categories":[3],"tags":[],"class_list":["post-62","post","type-post","status-publish","format-standard","hentry","category-sales"],"_links":{"self":[{"href":"https:\/\/pierrelecoach.com\/en\/wp-json\/wp\/v2\/posts\/62","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/pierrelecoach.com\/en\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/pierrelecoach.com\/en\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/pierrelecoach.com\/en\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/pierrelecoach.com\/en\/wp-json\/wp\/v2\/comments?post=62"}],"version-history":[{"count":0,"href":"https:\/\/pierrelecoach.com\/en\/wp-json\/wp\/v2\/posts\/62\/revisions"}],"wp:attachment":[{"href":"https:\/\/pierrelecoach.com\/en\/wp-json\/wp\/v2\/media?parent=62"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/pierrelecoach.com\/en\/wp-json\/wp\/v2\/categories?post=62"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/pierrelecoach.com\/en\/wp-json\/wp\/v2\/tags?post=62"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}