Productivity is not governed by chance or random activity; rather it is influenced by the strategy you have for your day.
No strategy and discipline = low productivity.
These 5 strategic elements will ensure your productivity stays high and that you will stand-out from others.
1. Spend 30 minutes revisiting the strategic plan of your organization. Your role is to execute the strategy of your organization. Do you know it intimately enough to understand specifically what action you need to take every moment?
Keep the strategy “in your face” constantly; if it’s not fresh for you there is a strong likelihood you will be performing at a tactical level with no direct line of sight to what your organization is trying to achieve.
2. Focus on the 3 tasks that will yield the greatest return on your time invested. Individuals cannot do many things at the same well. You don’t have enough bandwidth and cognitive capability to juggle numerous tasks and execute brilliantly on each one.
Doing “the critical few” exceedingly well has the better payback than a to-do list with a dozen action items on it.
3. Learn something new about your products and services. People buy from salespeople who are experts in the solutions they supply. Take a “deep dive” into a different product each day and keep learning just one more thing about it.
Being intimate with its features is okay, but concentrate on the VALUE elements it provides – how does it create a “better life” for them – to the various customers in your portfolio.
4. Recognize a colleague outside the sales organization for something special they did. Sales is but the beginning of the process of satisfying a customer’s need. The fulfillment channel is complicated in any organization and involves many different functions.
It’s always a smart idea to pay some glory forward for someone in an area that did something amazing to get a working product in the hands of a customer.
Other people help sales keep their promises; honour those who step up.
5. Make one non-sales call. Customer relationship building has greater long term benefits than a short term sales focus. Invest the time to either begin a relationship with one of your customers or deepen an existing one.
Practice these 5 elements every day and brilliant results will chase your high level of productivity.