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Ask The Coach
Q: I struggle to find time to market and sell. With billables, committee assignments, supervisory duties, etc., it seems like the week is over and I'm asking, “why didn't I get out in the game this week?” How can I make time to sell?
A: You have to schedule sales activity; it won't just happen on its own. Follow the OATS (Objectives Activities Time Schedule) formula to plan your week simply:
- Objectives: What results do you want to see by the end of the week? Write them down and rank them.
- Activities: What do you have to do to achieve your goals? List the necessary activities and put them in sequence.
- Time: How much time will each activity require? To plan realistically, allow yourself more time than you think you will actually need. This gives you flexibility if unexpected problems develop.
- Schedule: Look at your calendar and decide when you can do each activity. Marketing and selling won't get accomplished if you don't schedule time to do them. There is no such thing as extra time that magically appears and says, “OK, everything else is done; time to sell.” Make an appointment with yourself to market and sell.
Send your sales and marketing questions to: The Coach, Mike O'Horo, [email protected]. Those with the broadest appeal will appear here. All others will be answered individually.
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