We all have 24 hours within a day to get things done as well as the same days in a week and days in a year. I often hear people say, “make time” to do this or make time to accomplish your goals, enter notes in CRM, create an account development plan… you get my point.
The thing is, we cannot “make time” but we can spend time. As sales professionals, we have a lot of tasks and actions that tug at us all the time and as managers, you add on travel, fires to put out, administrative items… and the list goes on, but unless you plan and set the time to spend on specific actions, you will never get to them. For example, every well meaning sales manager would like to “make more” time coaching their sales team, yet month after month passes by and we seem to get to busy and we wish we had more time. It is important to realize that more time is not coming and it boils down to purposeful time management and planning on how you effectively spend your time.
SPEND TIME COACHING
I spend time coaching my sales team and I also spend time planning for our coaching sessions. I do this by making appointments on my calendar to spend that specific time doing what needs to be done to accomplish a specific goal. If I need to accomplish something, I make an appointment with myself. In coaching other managers as well as sales reps, their goals and hopes of accomplishing a certain task or action is never completed because they didn’t have any time. When asked when did they take the time to set aside time to spend on that activity, the answer is usually that they didn’t set aside time in their calendar. Then ask yourself, how do you expect things to get done, if you never set aside time to spend on it? It is like saying I will go to the gym to workout and lose some weight, but never spend any time there and wonder as the months pass by why you didn’t lose any weight and possibly gained weight. Spend time coaching by using your calendar and create the time to spend on coaching.
COACH YOUR TEAM TO SPEND TIME VERSUS TRYING TO MAKE TIME
Your sales team members might not have a time management process in place to spend time doing what they set out to do. Everyone has goals, but yet never spend the time to complete them. If you and your team spend the time writing and talking about goals and actions needed, then take the time to spend time in completing them. I use a “Spend Time” coaching form that I created with questions to uncover if in fact my team members actually spend time in completing what thy need to complete. During our coaching session, I ask many questions about the actions they need to take, want to take and have set goals that they hope to accomplish. I then ask how they plan to accomplish each item and look for the set dates for them to spend time in completing each. If they don’t have a process, then I recommend a “Spend Time” process to have the begin using their calendar to accomplish more.
Remember to spend the time that we have versus trying to make or create time which is impossible. Our goals and actions will not accomplish themselves and unless we spend the time in completing them, our time is not well managed and things don’t get completed or get completed with half efforts. Thanks for spending time reading this and I hope it saves you some time in the future by trying to figure out how to create time.