Summary of More Sales, Less Time

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Rating

8

Qualities

  • Applicable
  • Concrete Examples

Recommendation

Salespeople face intense, unremitting, psychological pressure. If they don’t sell, they don’t eat. Jill Konrath, author of Agile Selling and other well-regarded sales manuals, conducted extensive secondary research on the most effective time-management and productivity techniques for salespeople. She reviewed and analyzed the work of neuroscientists, psychologists, time-management experts, cognitive behavioral specialists, psychiatrists, sleep researchers and business innovators. Here, she synthesizes and presents – perhaps a bit repetitiously – her extensive, practical findings. getAbstract recommends her productivity strategies to salespeople, account executives, entrepreneurs, consultants, sales support personnel and businesspeople. 

About the Author

Jill Konrath is a globally recognized sales strategist, author and speaker. Her other books include Selling to Big CompaniesSNAP Selling and Agile Selling.

 

Summary

Too Little Time

Time is every salesperson’s most valuable and most limited asset. Salespeople who can’t leverage their time wisely won’t meet their sales objectives or earn the commissions they need. According to the business consultancy CSO Insights, 45.4% of salespeople routinely miss their quotas.

This isn’t due to laziness or lack of effort. Research by the Center for Creative Leadership found that salespeople and other “smartphone-carrying professionals” work a whopping 72 hours a week.

The problem is that everyone’s productivity nose-dives after 55 hours. So, at least 17 of the hours the average salesperson works are relatively nonproductive. When every single minute counts, this is a waste of time.

Maximum productivity is shockingly ephemeral. Behavioral economist Dan Ariely claims people are optimally productive for only two and a half hours each day. Someone who wakes up at 7 a.m. will achieve peak productivity from 8 a.m. until about 10:30 a.m.

Like everyone else, sales professionals need to factor this and similar research-based findings about productivity into how they plan and schedule their workdays. In addition to ...


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    R. Z. 1 month ago
    Excellent
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    R. Z. 1 month ago
    Great
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    R. G. 1 month ago
    great
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    Great
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    K. M. 2 months ago
    Very nice and concise
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    I. B. 2 months ago
    Great!
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    I. B. 2 months ago
    Great!
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    F. K. 2 months ago
    Unless we live by design, we live by default.”
    Useful and easily able of implementing strategies to reduce waste time and take good care of self and family.
    Even if we implement few strategies mentioned here in abstract, it can work wonder for us.
  • Avatar
    F. K. 2 months ago
    Unless we live by design, we live by default.”
    Useful and easily able of implementing strategies to reduce waste time and take good care of self and family.
    Even if we implement few strategies mentioned here in abstract, it can work wonder for us.
  • Avatar
    U. S. 2 months ago
    Great learning
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      Feroz Khan 2 months ago
      Good
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    M. S. 2 months ago
    Chronologically well defined points...
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    G. J. 2 months ago
    Very nice learning
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    S. M. 2 months ago
    Time is important. ....Time and tide wait for none
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    K. R. 2 months ago
    Good.
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    H. A. 2 months ago
    Gr8 lines really connect with the salesperson
  • Avatar
    V. G. 2 months ago
    Good
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    D. Y. 2 months ago
    Timing is most important
  • Avatar
    V. G. 2 months ago
    Very useful
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    S. V. 2 months ago
    Relook into myself to improving after going through this
  • Avatar
    S. M. 2 months ago
    Quite interesting & very useful
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    N. K. 2 months ago
    Good
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    S. C. 2 months ago
    Timing is everything,isn’t it ?
  • Avatar
    S. C. 2 months ago
    Timing is everything,isn’t it ?
  • Avatar
    S. C. 2 months ago
    Timing is everything,isn’t it ?
  • Avatar
    N. K. 2 months ago
    Nice
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    E. H. 2 months ago
    Nice
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    A. P. 2 months ago
    Sale person should work in time block by using strategies
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    S. K. 2 months ago
    Very good
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    Good
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    U. A. 2 months ago
    Very Useful
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    Perfectly learning
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    Useful to learn.
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    Good learning
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    Great Learning
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    Sales people time saving
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    Very important and useful in sales persons life.
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      Great learning equipment