The Focused Sales Leadership framework consists of 3 pillars: Leadership, Culture and Focus. Sales leaders must build winning teams and develop a performance culture to achieve outstanding results.
Yet, many sales leaders are working 50-60 hours a week and still not getting the desired results.
Are you stuck in an endless sea of emails, texts, voice messages, meetings, and many other distractions?
It doesn’t have to be that way. Focused Time Management will help you sharpen your focus, work fewer hours, and get far better results.
We all have the same 24 hours a day. We all need to eat and sleep. What differentiates highly successful people from the average is how they use their time.
I want to share a technique that can improve your effectiveness, help you achieve better results and get your life back! Focus time is uninterrupted periods in your day where you can get your most important work done. However, meetings and interruptions prevent most of us from having adequate time to focus. Time to focus increases productivity improves decision making and boosts results.
Five Steps to Focused Time Management
1. Determine your 3 top results-generating activities (RGAs). Your RGAs may include being in the field coaching your salespeople, having 1:1 business reviews, scheduling planning time, developing your team and building a winning culture.
2. Determine your 3 biggest time-sucking activities (TSAs) that don’t generate any results but suck up your time. TSAs could be time spent on impromptu phone calls from your reports, or specific meetings you get invited to that are a complete waste of your time.
3. Do a quick analysis of where you are spending your time. Now add up the number of hours you have blocked to do your 3 RGAs and how many hours you have blocked with your 3 TSAs in the last month. How many hours do you work in a week? Look at the split between your hours on RGAs, TSAs and other activities and see how you can increase your RGAs and eliminate your TSAs.
4. Focused Time Management is about blocking time for the activities that will generate results. For example, if you want to block a day a month to work in the field with your reps, then make sure you block those days off for the next 3 months. Block off bi-weekly meetings with each of your reports. On the flip side, cancel or say no to your 3 top TSAs for the next 3 months.
5. Calculate the change. How many hours in the next 3 months are you blocked for RGAs, TSAs and other activities? The goal is to block time in your calendar with RGAs, reduce your hours on TSAs and find more time for yourself.
Put this simple yet powerful technique into practice and follow it with discipline. It is not difficult to do, but it is difficult to sustain. However, the payoff is tremendous. Better results, less stress, more time for your family and a happier sales team.
It all comes down to results. No one cares about how much time you have wasted but how much you have achieved. By investing your time wisely, you can free up 5-10 hours a week and increase your results by 5-10%.
Are you ready to embrace Focused Time Management? Then just do it.
If you need some help getting started, book a call with me, and I can help you sharpen your focus.