People often ask me what the secret to sales success is and my response is - you need to find the time for success. Yet the reality is often, ‘I need more time’ and ‘I don’t have enough time to do everything’.
First of all, there is no more time. Low and high achievers all get 24 hours a day. Secondly, yes there isn’t enough time to do everything, which is why you need to learn to prioritise effectively and be aware of which actions will enable you to develop a plan and ultimately achieve your goals.
I often advise people to think of time as if it’s money – what is going to get you the best return on investment, as 80% of your results will come from 20% of your activity if planned correctly.
So how do we combat this and succeed? The first step is to set your goals. Whether this is to sell three times more than you did last year, become a managing director even run a marathon – anything is possible if you know what you’re striving towards.
This seems like a simple solution, however many people make the common mistake of not setting goals and wonder why they fail. Goal setting is the master skill of time management and time management is the master skill of high achievers, so why do people not set goals?
The most obvious is because people have not been trained to set goals properly, but there is also the fear of failure and rejection. We’re not born with these fears but they are developed as we grow into adults. When we were children, we believed we could do almost anything, but what happens when you tell people you want to sell three times more than you did last year or become managing director? You’re told you can’t, you’re not savvy enough, you’re not fast enough, you’re not clever enough. The more we hear this the more we develop the fear of rejection and failure, and more time slips out of the hour glass with little or no return.
However, it’s important to remember there is no success without failure and everything we do now we initially failed at, such as walking and talking. Don’t allow the fear of failure stop you winning the medals.
Step two is to simply develop a plan, because it will help drive your motivation and you’ll succeed as a result.
Apparently, the average American adult spends 24.5 hours a week watching television. I’m not against watching TV but I know there will be people in the USA saying ‘I wish I could learn how to play the piano, but I just don’t have time’.
Here is where they are wrong. They do have the time, they just choose to spend it watching TV. So if you find yourself thinking or saying, ‘I don’t have time’, ask yourself what you are doing or about to do which is taking you away from your goals?
High achievers have clearly defined targets and plan their time to achieve this. You can’t create more time but you can control your environment, your procedures, your habits, and only you can allocate the right amount of time to reach your goals. It’s your life, your future, and your time for success.
MLP Training is hosting its next Goal Setting and Time Management Course on Tuesday 15 September at the Bolholt Country Park Hotel in Bury, Greater Manchester. This course also has a 50% funding voucher when you enter code F50 online.