Prioritise or fall flat on your face

"I just don't know where the time goes - most days I seem to end up fire-fighting."

- said a salesperson who approached me.

He'd missed his target for the past 3 months.

He urgently needed help.

Whilst there's a lot more to it - which couldn't possibly be described in one post - there are a few crucial points which helped turn things around for him:

1. Prospecting

- Block off daily prospecting time for calls, emails, LI etc. Religiously stick to it.

- If you start reneging on your own schedule, you'll get pulled in several other directions.

- You'll lose your self-discipline, meaning you'll stop respecting your own time.

- You will constantly be fire-fighting.

2. Deal Progression

- Do everything in your control to progress deals forward, ensuring you do everything WHEN you say you will.

- Get off your own sales process and seek to understand their buying process.

- Hold up your side of the bargain. Do not let anything slip.

- Know exactly what you need to do/who you need to be involved, to ensure deals get over the line.

3. Assertiveness & Next Steps

- Carefully map out & manage next steps by communicating EXACTLY what you need your prospects to do.

- In the event they don't follow through, always have a Plan B agreed with them in advance.

- Do not chase. Never turn into that pest who 'checks in' or 'touches base'.

By making sure you're always on top of these three areas...everything else will follow.