Tim Huffaker 2017

Selling is a whole lot more than just doing stuff or going through the motions of what you perceive selling to be.  A salesperson’s only objective is to sell.

Now you may be thinking there are other things you do as a salesperson, and I understand that.  However, the very title of salesperson, or any of the other creative names salespeople call themselves, suggests that selling is what you are to do.  Salespeople can get caught up in a myriad of diverse activities, which create the illusion of selling, but more than likely, is just an excuse for not selling.  There is a simple self-evaluation you can administer to validate your activities. Ask yourself this simple question: “Will this activity drive profit to my company and provide me an income?”  If the answer is “No”, don’t waste your time doing it.

Salespeople are like a small business unto themselves.  You sell products to generate a profit and you are paid a portion of the profit in the form of a salary, commission, or both.  If you don’t make a profit, you don’t have an income. Why would you spend any amount of time doing things that won’t generate an income?  I don’t know why you would and chances are you don’t know either. Yet, every day salespeople find themselves engaging in activities that will never generate a profit.  Every second spent pursuing an activity which will not generate a profit, is one second that will never put a penny in your pocket. If your time is worth $36 per hour, a second of your time costs you a penny.  It doesn’t seem like much, but it adds up fast. The time you spend reading this article will cost you about $2.00 in lost sales revenue unless you feel the value of what you have read is worth it.

Here are five things you can do, to more clearly focus your activities on the task of selling:

  1. Plan and schedule your day to get the most out of your time.
  2. Review your pipeline list every day, so no opportunities fall through the cracks.
  3. Create a monthly goal sheet identifying your best opportunities to close sales for the month.
  4. Become stingy with your time.  Time is money and you should want to spend your time doing those things that will give you the best return on your investment.
  5. Know what your time is worth.  Calculate your average monthly income and then divide it by the actual hours spent in the sales arena.

When you come to realize what your time is worth, you will be more likely to spend your time pursuing those activities that will make you money.  Time doesn’t care how you use it. There are only so many minutes in a day and the choice is yours as to how you spend them. No other career can so specifically calculate the value of time, as sales.  Make every minute of the workday count, by doing only those things that will create a profit. The average salesperson spends less than four hours per day selling. Here is a challenge for every salesperson reading this article: If you would like to double your income, spend eight hours each day selling.