The next few weeks are going to be strange for all of us – retailers, physicians, teachers, restaurant staff, and of course, sales professionals. So, I’ve decided to write ten consecutive posts for the next ten business days (through Friday, March 27) that will offer an idea that salespeople can implement during this weird time. Manufacturer sales professionals will be challenged with travel bans and system integrators will be challenged with their end-users not choosing to see them or not being there at all. So, what can you do? Let’s see…
Idea #1: Give yourself a deadline on every task.
Every weekday I wake up at 4:55 am. I check and respond to overnight email, workout (run or weights), meditate, walk the dog, eat breakfast, shower and dress by 7:35, which is when I drive my daughter to school. I do the same routine when traveling, but I substitute iron clothes for walking the dog. I know where I need to be and if I’m ahead or behind along the entire 160 minutes and I never miss getting her to school on time.
This morning was different. My daughter doesn’t have school and I probably won’t be traveling for the next four weeks or so. My deadlines aren’t that concrete right now. Guess what? This morning, I took a little more time than usual on my emails, moved through my stretching and warm-up at about half the pace as usual, and wasn’t done with my routine until 8:25. I did nothing additional or different, but I took an extra fifty minutes.
Parkinson’s Law states “Work expands so as to fill the time available for its completion.” Since much of your work and deadlines have been extended, your time has expanded infinitely. Don’t allow your work to fill that chasm. Get things done. Get them done with as much urgency as possible. Unlike a few weeks ago when most of your urgency was driven by customers, you’ll have to create it for yourself over the next few weeks. How?
For every task, give yourself a deadline. If you have to complete a proposal and you have the whole afternoon to do so, complete it by 2:30. If you’re going to research and identify twenty new prospective channel partners in your region and you’ve got all week in your home office, get it done by Monday close of business. If you’re going to start calling those prospects on your list, start at 7:30 and get it done by 9:30.
I’m not suggesting that you rush and perform poorly. In fact, take advantage of the free mental time and get creative. However, give yourself a reasonable deadline on every single task.
Thanks for reading, and I’m looking forward to sharing #2 with you tomorrow.
