Sales reps can get overwhelmed with administrative taskswithout even realizing it. In this episode, Anthony Iannarino talks about ways to ensure that admin tasks don’t overwhelm your day.
The black hole of admin tasks
Growing in sales means more non-sales related work can find its way to your desk. With more success comes more clients and execution can become a challenge as sales reps have to learn to manage all the new information.
As a result, a lot of people end up feeling busy but not productive. Busy means you’re running from one thing to the next while being productive means making progress towards your goal.
What can happen is that people get tied up in the transactional work of selling.
Sales reps and sales leaders are the ones who look for prospective clients. We sit down with people and have a conversation about the impact our services or products can make on their business. We create the opportunity. When you’re stuck with admin tasks, however, you’re unable to pick up the phone and make cold calls. Too much of this can cause opportunities to be non-existent.
You can get caught up helping other people with their tasks and assisting clients but only do so after you’ve completed the tasks that are going to help you move toward your own goals. Not deciding how to spend your time well can put you at risk to be in the bottom 50%.
Prioritize the activities that create and capture opportunities.
The blocking system
Anthony encourages sales reps and leaders to have a 90-minute block where all they do is focus on creating opportunity
When the time is up, they can check their inbox for anything interesting. Afterward, they give themselves a second 90-minute block for additional tasks that are important in the workday.
You become more proactive when you learn to focus on a task and not get distracted by emails and calls. Make sure those are separate from your task time.
When you’re doing the work you need to do, you owe the work your best effort and energy.
Aggregate all the admin tasks you need to do. Organize your tasks according to category and then designate time for them. Don’t go back and forth between different tasks as that takes too much time and energy.
Selling comes from opportunity creation and opportunity to capture. Everything else that we do is secondary to that. The only thing you’re going to get paid for is creating opportunities.
Every day, do what’s most important first, without fail, and don’t negotiate with yourself. Get to the point where whatever the worst task is, you do it without hesitation.
“Productivity: How to Ensure that Admin Tasks Don’t Overwhelm Your Day” episode resources
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Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.