Time to Follow the Money Trail

I just got off the phone with one of my coaching clients. There are a handful of sales professionals, all high achievers, that I mentor. I love working with them because they are all people that strive to excel.

Today my client was struggling. She was feeling overwhelmed. High achievers get that way sometimes: So many things to accomplish, so many deadlines, so little time.

When you have too much to do and not enough time to do it, how do you decide what to do first? And, if you’re like a lot of high achievers, everything on your list is marked “High Priority.” What then?

I shared with my coaching client my main tool for budgeting time successfully. (I can get a little overwhelmed too.) Now I want to share that tool with you. The tool is easy to use and does not require complicated instructions. Nor does it require that you whip out your charge card. Here is the secret to managing and prioritizing time: “Follow the Money.”

Make a list of every single thing you need to do. Then prioritize that list according to which “to do” is closest to putting money in your pocket. Which ever is closest to putting money in your pocket, do that first. Then, look at your list again and determine which next “to do” is closest to putting money in your pocket. Do that next. And so on.

Following up on a proposal for example, is closer to money in your pocket than making a cold call. Calling an existing customer to ask for an additional order is closer to money in your pocket than calling a referral to introduce yourself. Making a cold call is closer to the money than doing your administrative tasks.

Once you start following the money it is immediately obvious what you need to do next, and then next, and then next…

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