Entrepreneurs and small-business owners wear many hats. They are responsible for administrative tasks, marketing, sales, purchasing…in some cases every facet of running the business. With all that to do, how does the business owner find time for prospecting, selling and customer service?
You need not be an independent professional to run into these problems. Salespeople often find they, too, just aren’t as productive as they could be.
In his book, “Time Traps: Proven Strategies For Swamped Salespeople,” Todd Duncan tells us that it comes down to control. Specifically, that you need to give up ownership over many basic tasks so you can concentrate on those that build your business. (He offers numerous other useful suggestions. I wrote about guarding your time in a post you can read here.)
Admitting that he once was a “bona fide control freak,” Todd learned one day that his success was being stifled and suffocated by his actions. A mentor convinced him of the value in focusing on the most important duties, thereby letting go of others.
He offers the following suggestions to help you better manage your day.
1. Answer the 100% question. Your goal should be to spend the entire day on your two top productive tasks. Ask yourself what your business would look like if you spent 100% of your work hours doing the two things that brought the greatest return to your business.
Imagine that. It would require serious discipline (and additional steps), but just think what it could do for your business.
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