Commit to Prospecting

Don’t Say: “I made 10 calls and they didn’t go well. I’m moving on to something else – it’s just not a good day to prospect.”
Instead: “That was only 10 calls of the 50 I need to make today.”

Follow Your To-Do List

Don’t Say: “What can I do now? What can I do later?”
Instead: “I’m finished my prospecting calls. What’s next on my pre-established to-do list?”

Don’t Think of Time as a Competitor

Don’t Say: “I have to beat the clock.”
Instead: “I have to stick with my established routine.”

Make Peace With Having a Routine

Don’t Say: “Routines don’t work for me.”
Instead: “What can I address, alter or shift to make this routine work for me?”

Sales reps spend just 37% of their time on revenue-generating activities and a whopping 63% of their time on non-revenue generating ones. (InsideSales)

Avoid Saying “Yes” Too Often

Don’t Say: “Sure, I can take care of that too.”
Instead: “I’d love to help you, but let me check my calendar first.”

Look at Family Time as Sacred

Don’t Say: “I have too much work to finish tonight. I’ll have to skip Katie’s soccer game.”
Instead: “Thursday evening from 5-7 p.m. is reserved for Katie’s soccer game. I’m not available for work calls or emails.”

Don’t Waste Time in the Morning

Don’t Say: “I’ll think about tomorrow’s schedule when I get in the office, after coffee and breakfast of course. And after checking emails, Instagram and Facebook.”
Instead: “Tonight I’ll look at my pre-established schedule for tomorrow and make any necessary adjustments based on how today went.”

Reward Yourself for Good Time Management

Don’t Say: “I need to make up for a slow month by working overtime and trying to beat the clock this week.”
Instead: “I exceeded quota this month, so I’m going to end early the next couple days and take Katie to fun activities after school.”