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The Sales Evangelist

Daily Planning, Calendar, Donald Kelly, Sales Coaching

Are you really selling as a sales rep? How much of your time do you really spend on actual selling? A study done showed that sales professionals spend an average of only about 39% of their time on actual selling.

Today, I’m going to share snippets from two of our sessions over at TSE Hustler’s League where I talked about how to focus your time on selling as well as how Martin Clay, one of our members, has implemented it. You don’t want to miss this episode!

Here are the highlights of today’s episode:

Different areas of a seller’s job:

  • Prospecting
  • Actual selling
  • Customer service
  • Administrative work/planning
  • Meetings

How to focus your time more effectively on selling:

  1. Write down activities that you can put under the areas mentioned above.
  • What are you doing on a daily basis to prospect? (Making phone calls/emails, sending out messages on social media, etc.)
  • What are things you’re doing when you’re selling? (Phone/face-to-face meetings, demonstrations, etc.)
  • What admin tasks do you have to do? (Proposals, quotes, paperwork, confidentiality agreements, etc.)
  • What meetings do you have on a weekly basis?

Listing all this allows you to be more mindful of your schedule as a seller and realize how much time you’re spending on a specific thing like emailing and whether you’re falling into a trap with them.

  1. Literally schedule out your day and break them into sections.

Do this so it doesn’t suck away from your time and gain more people into your pipeline. I let them give a quick peek into my own calendar to show them how I have broken down my time for each of the tasks I need to do and set them into specific blocks.

Once you do this, you get to hyperfocus your time and spend the next certain allotted minutes for that certain task.

  1. Take ownership and make sure you’re doing selling-related activities.

Don’t be distracted. If you’re not tracking it then you will not know what you’re doing and won’t realize how only little of your time is spent on selling. Take the time to sit down and look at your schedule and what you’re doing. Focus on putting those things at the right place and at the right time.

Results one of our members saw from practicing this a week later…

  • Organization – Becoming more organized – from chaotic to scheduled
  • Mindfulness – Becoming more mindful – not forgetting anything. Having a calendar serves as your task reminder especially when doing follow ups
  • Focus – Becoming more focused and not burnt out

Episode Resources:

Kevin Kruse’s book 15 Secrets Successful People Know About Time Management

Get a free audiobook download and a 30-day free trial at audibletrial.com/tse with over 180,000 titles to choose from for your iPhone, Android, Kindle or mp3 player.


The Sales Evangelist, Donald Kelly, Donald C. Kelly

About the Author The Sales Evangelist

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.

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