T ime and money are the most important commodities in business. If you can demonstrate to your client that you are a master of both, then you will be steps ahead of your competitors who may not be quite as accomplished. The added benefit to the sales professional of effective time management is more time to do what they like to do most—and that is to make sales!

First things first: You must get aggressive about managing time. It’s not just about thinking over what you are going to do next, or in an hour from now. It’s more about the concept of developing a strategy—a personal business strategy—to become a good time manager. Just as a well-run business follows a budget for spending money, so should an effective businessperson (that would be you) develop a strategy for how to use his or her time.

Prioritize. As an example, start by thinking over what action will create the most sales or money. Then the second action, followed by the third. If you don’t have a client list, you should. From that client list you can make sub lists, which can include “hot” prospects and call backs.

Narrow your focus. Yes, you have a hundred prospects you expect to see in the next month. But if you try seeing all of them this week, how effective are you going to be? Start by organizing your client list into geographic areas, or the ones you feel are the best prospects. Set a realistic goal for how many contacts you can make per day. Would it be a good idea to set any appointments first. Can any of your job be done entirely over the phone? By narrowing your focus it may initially seem like you are doing less, but chances are you will be accomplishing more.

Make a daily “To-Do” list. Who would drive to a destination where we have never been without first getting directions? This list should be your map for the entire day. If you veer from it you might wind up down a dead-end road.

Set aside blocks of uninterrupted time. If you don’t have uninterrupted time each week, you won’t be able to adequately think about or plan your strategy, not to mention being able to develop new ideas. Constant interruption destroys chances of effective time management.

Avoid time traps. Time spent with the office chatters instead of on the phone or with contacts is time you will not be able to get back. Scheduling too tightly can quickly put you into “rush” mode and staying on track becomes meaningless. Not bothering to make a schedule for the day can keep you from being as effective as possible.

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