I have written about Jill Konrath’s books before, but her latest is a timely, deeply researched exploration of sales productivity. With our rapidly shifting work culture and the current pressures of working from home, staying on top of things seems more intimidating than ever. For example, did you know that most sales professionals work an average of 72 hours a week if they have a smartphone? What about the fact that salespeople spend only 22% of their time doing the tasks that matter most?
Research is only the groundwork for More Sales, Less Time, bookended with anecdotes and step-by-step solutions. Perhaps this is the right time to hit the reset button and take stock of the right ways to structure your days and streamline your work. Konrath’s book offers time-tested suggestions for getting back on track and rethinking how you plan out your day.
She says it best, “Unless we live by design, we live by default.” It’s never too late to adapt and make some changes.
Here is the summary on Amazon:
“I felt like time was taunting me: 'Behind again? You'll never get it all done.' I worked harder and longer hours, sacrificing my limited personal time to stay ahead of the game. Still, it wasn't sufficient. My work just kept expanding, demanding more of me. I could never seem to call it a day.
“In my entire career, I'd never faced a sales problem of this magnitude."
“Sound familiar? If so, you're probably an overwhelmed seller. Your clients expect more, with faster turnarounds. Your quota keeps going up. You need to leverage social media, keep up-to-date on your industry, figure out how to sell new products and services, and learn all the latest technologies. The demands are never-ending. You could work nonstop around the clock and still not get it all done. It's a huge problem faced by experienced sales pros, busy entrepreneurs, and sales rookies. If you don't stay on top of your time, it's tough to make your numbers, let alone blow them away.
“Konrath, a globally recognized sales consultant and speaker, knew she needed help, but found that advice aimed at typical workers didn't work for her—or for others who needed to sell for a living. Salespeople need their own productivity guidelines adapted to the fast-paced, always-on sales world. So Konrath experimented relentlessly to discover the best time-savers and sales hacks in order to deliver the first productivity guide specifically for sales success.
“In More Sales, Less Time, Konrath blends cutting-edge behavioral research with her own deep knowledge of sales to teach you how to succeed in this age of distraction. You'll discover how to:
• Reclaim a minimum of one hour per day by eliminating major time sucks and changing the way you tackle e-mail and social media.
• Free up time to focus on activities that have the highest impact on your sales results, such as preparing, researching, strategizing, and connecting with customers.
• Optimize your sales processes to eliminate redundancies and wasted time.
• Transform your mind-set to effortlessly incorporate new, more productive habits; leverage your best brainpower; and stay at the top of your sales game.
“Konrath helps you develop strategies specifically tailored to your life in sales, using your strengths to cut through the feeling of being overwhelmed. All salespeople have the same number of hours in a day; it's up to you to rescue your time to sell smarter.”