Control your day; don't let it control you

Tuesday, October 31, 2006

Q. Other than knowing my products and working a few more hours, what are some things I can do right now to increase my sales quickly? What have you seen work well in the past to help sales reps increase their sales?

A. Organization is the answer! Industry leaders agree on the traits that successful sales reps possess, but it is organizational skills that allow the truly devoted reps to consistently outperform their peers. While average reps spend their day running around in the field putting out fires or just hanging around until an opportunity or crisis strikes them in the face, the organized rep controls his day and controls his destiny.
Those that find true success in sales always organize themselves for top productivity. If you find yourself beginning your workday without a to-do list or without a full day of appointments, then you have a problem. You are not controlling your day; your day is controlling you.
What you do after 5 p.m. determines how you do from 8 a.m. to 5 p.m.
What do you do at the end of your workday? Do you rush off to happy hour, the golf course or home to your couch and favorite TV show? It takes total commitment to succeed at sales, and that total commitment always means putting in some extra time at the end of the day to strategize for your long-term goals, set clear and concise short-term goals, and plan ahead for the next day's activities.
Try this for just one week. You will be amazed at how productive you are. Your boss will be amazed with your sales performance, and your loved ones will be amazed with your newfound wealth.


Joe Sansone is CEO of TMC Orthopedic. Reach him at 713-669-1800 or