ime is a crucial commodity. How well you manage yours can shape the future. To get more out of your business day, schedule time each day to organize and set priorities.

You'll get more accomplished and be able to plan ahead for sales calls and meetings that will have the greatest impact on your bottom line.

Zero in on priorities

As a sales professional, it's essential to organize your selling time. One highly effective method is to prioritize your sales prospects. Determine which prospects are most likely to buy your service.

For instance, if you've established a good rapport with a prospect who is locked into a contract with a competitor, and the contract is up for renewal next month, submit a competitive bid today.

Other high-probability prospects are merchants who've experienced recent sales growth, or smaller merchants who may be missing out on key sales opportunities because their equipment is outdated. Or, they may not be fully equipped to handle every type of transaction they encounter.

Another factor to consider in prioritizing sales leads is urgency. Of the prospects you're currently dealing with, can you identify any who may have a critical need for your products or services?

If you're selling check guarantee, and a merchant has just received a bad check or two, now is an opportune time to offer this service.

Circumstances like these can trigger an urgent need. The sooner you can provide a solution, the more apt you are to close the sale and have a satisfied customer. A final element in organizing your sales calls is to determine whether prospects fit into your sales goal picture. If they're not a good fit, move on.

Identify the prospects that will fulfill your personal sales goals. Let's say your primary target is the auto aftermarket; you'll want to spend a majority of your time pursuing prospects in that particular industry.

Make the most of it

To get the most from each sales call, outline your sales objectives before making contact. Objectives are anything that may add value to prospects' businesses, such as maximizing sales, reducing costs or making improvements to the transaction process.

Be prepared to explain the steps needed to accomplish these objectives, and give your prospective merchants solid reasons why they should do business with you.

Always reach the critical decision makers, track their replacements and establish loyalty. Otherwise, they may flee to eager competitors.

Economize your selling time by using the phone as much as possible. If a physical appointment is necessary, schedule the highest priority prospects first. Then work your way down the list.

When setting physical appointments, don't over schedule. Allow sufficient time between appointments to prepare for the next contact and to provide adequate follow-up time for the prospects you've just met.

Stay on top of it

If you have more work than you can possibly handle, hire an assistant, or seek aid from the companies whose products and services you sell.

Many large service providers have a dedicated team of trained professionals available to answer questions and provide sales materials, leads and much more.

Get into the practice of checking your in-box hourly, and respond promptly to sales-related messages on your phone, e-mail or wireless handheld device.

Any delay in communications with prospects in the early stages can easily send the wrong message and potentially jeopardize the sale.

Of course, if there is a legitimate reason for the delay, offer an explanation when you do respond. And follow up promptly in all future communications.

Clean up your act

And last but not least, if you're an extremely busy sales professional with a disorganized office, clear up the clutter on your desk. Dispose of anything that no longer has a purpose. And set up file cabinets, bookcases and boxes to house the rest.

Keep critical, time-sensitive information readily accessible in a current projects file drawer. Current projects include any merchants with whom you're negotiating or new merchant customers who may require additional support.

If you prefer to have current projects in the open, use vertical stacking trays or designate a work surface for them. When they're completed, file them away.

For important financial information, reference materials and less time-sensitive documents, create long-term storage areas.

Keep these items filed in separate sections for easy access. This will save time and reduce frustration when you actually need them later.

There are plenty of storage options to match your style and budget. Once you have your office organized, remember to spend a few minutes daily keeping it that way.

Once you've organized all aspects of your business, you'll find it easier to close sales. Not only will you be well-prepared to handle new business, but you'll also identify the prospects who are most likely to need your products and services.

Your management of everyday details - from paperwork to presentation to follow-up - ultimately determines the level of success you achieve.

Do it well today. You'll reap the benefits of steady commission checks and residual income in the future.

J. David Siembieda has been the President and Chief Executive Officer of CrossCheck Inc., a national check approval and guarantee provider, for over five years. He has more than 15 years of experience in the check services field.

He serves on the board of directors for the Electronic Transactions Association and the Wells Fargo Center for the Arts. He is the Chairman for the ETA's Membership Committee and is also a member of NACHA's Electronic Check Council. CrossCheck has been at the forefront of check authorization services and technology since its inception in 1983. For more information on marketing check services and CrossCheck, please call 800-654-2365 or e-mail dave@cross-check.com.