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Adopt a CEO Mindset

Jeb Blount provides tips on time and territory management.

By
Jeb Blount
June 2, 2008

Page 1 of 3

The one constant in every sales person’s life is time. Every Sales Professional has exactly 24 hours each day and there are only a handful of these hours that are available for selling.

Each year my team at SalesGravy.com is hired by companies and sales organizations to teach Sales Professionals how to better manage their time and territories. The reason that these companies are willing to invest in this training is simple. They realize that the one constant in every sales person’s life is time. Time for prospecting, time for sales calls, time for demonstrations, time for tours, time for closing, and unfortunately time for administrative tasks and paperwork. Of course, time is the great equalizer. Every Sales Professional has exactly 24 hours each day and there are only a handful of these hours that are available for selling. It is how you use these sales Golden Hours that is often the difference between success and failure.

The real key to success and the number one requirement for effectively managing your time and territory is to adopt a CEO Mind-set. This simply means that you begin to see yourself as the CEO of you. In fact, one of the things I ask the salespeople in my classes to do is to take out their business card, scratch out whatever title is on it, and write in CEO. Now I know this sounds a little corny but it drives home the point that in sales you control your own destiny. This is the very reason that I love sales so much. Sales is one of the few professions in business today where you can be in complete control of your earnings. In sales you have the flexibility to control your time, your income, and ultimately your success. Few people in the business world have this much opportunity.

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