Top 8 Ways to Improve Your Productivity and Get More Done

Multifactor productivity formula: Would increasing your sales success have a beneficial effect on your financial success?

Would you or your organization benefit from enhancing your sales skills?

Do the current economic conditions require better sales abilities to accomplish your goals?

If any or all of these are true for you, then this article will help you achieve greater success.

Productivity is a measure of how much work you get done in a given time.

Multifactor productivity formula

It’s not easy to stay productive, but with the right tools and tactics, you can streamline your workflow and accomplish more in less time.
Working efficiently is an acquired skill that must be practiced continuously.

Even the most organized and effective people struggle to manage their time effectively on a daily basis.

It’s important to find ways to improve your productivity so you can get more done in the same amount of time.

Here are some ways you can boost your productivity at work and increase your output without sacrificing quality or quantity.

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Multifactor productivity formula

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In the 25 years, I have offered sales coaching and training, I have seen many theories for improving sales come and go.

There are some basic secrets to selling and developing in 6 areas that will increase your productivity and success in selling.

If you find that you require more experience or skills in any of these areas.

You should determine the very best ways to get assistance so you can hit, and then surpass, your sales goals.

Multifactor productivity formula

No matter whether you are selling products or services these 6 secrets will work for you.

I have had the opportunity to work with a wide variety of salespeople from a wide range of industries including:

real estate, insurance, mortgage, financial services (investments, stocks, etc.).

Business to business sales reps, services (advertising, medical, legal, education/training, health).

Large products (airplanes, oil rigs, trucks, tractors, computer systems, communication systems).

Consumer products, and even entertainment industry sales.

Each industry is unique and each organization has their own culture but the basic principles of selling cross all these boundaries…

The following 6 Secrets to Selling Success are obvious and yet essential to master for you to reach your goals.

Sales Skills
Gathering Information-Research
Communication
Focus
Accountability
Organization: Tracking contacts and sales

Multifactor productivity formula

1. Sales skills include prospecting for referrals, sales interviewing, educating (demos, unique selling proposition, getting your product/service to fit your prospect’s need,) reading people, and closing.

These sales skills are each special talents that you may or may not feel that you have mastered.

Getting qualified leads or prospects can require determination, creativity, and a “sifting process” that may require going through a lot of “No thank you’s.”

Every product or service has unique ways of “filling the pipeline” and with attention and discipline this essential part of the process will lead you to the qualified prospects that you require.

This is easier said than done. However, developing a system and having support or an accountability partner will make this difficult activity more successful.

Knowing the keys to interviewing your prospects will give you the specific targeted knowledge to understand, then meet, your client’s requirements which makes the selling process easier.

Taking this information and then translating your “pitch” or sales presentations into the most effective demonstrations will give you greater success.

Portraying the key features that will solve your potential customer’s challenge and shows the unique qualities that your product/service can provide will lead into your “close” when done with skill.

Reading people and then closing are skills that you can develop and enhance.

These must fit your product and your personal style to be most effective.

Multifactor productivity formula

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2. Gathering information and doing your research will make you more successful. Understanding your product/service, your client’s industry, economic trends.

Your competitors strengths & weaknesses, and most importantly, who the “decision-makers” are become the backbone of good research.

There are no short cuts that can allow you to get through this part of the process with ease, except for an occasional “lucky” contact.

You can make your own “luck” but this requires experience and expertise that most salespeople do not start out with.

Calling your targeted organizations and getting interviews with a wide range of people will help you understand their unique challenges and help you to identify the decision-makers.

The techniques for accomplishing this important step in the selling process can be learned and developed.

Multifactor productivity formula

3. Communication, along with “reading people,” can be a very important tool to “connect” with your prospect and to then use this connection to convert the prospect into a customer/client.

Since communication is often the source of conflict, confusion, and stress, this is not a minor concern.

Like other of the sales skills this can be learned and developed into an important strength that will set you apart from other people who struggle with closing sales.

In great communication, you will observe tips from your prospects that will enable you to create rapport and then place emphasis on the product features that they will find most attractive.

This will enable you to fill the client’s needs that make this sale.

As an example, if your prospect (and identified decision maker) is a “dominating” type.

You will want to present your product as a “cutting edge” exciting new development.

If your decision-maker is an engineer.

You may have to discuss all the careful research and meticulous development that went into your product to get the best result in the sales process.

Knowing who they are and how best to communicate the features will make you more effective.

Some potential clients are trusting, some are not.

Some prospects are more project-oriented and others may be more people focused.

This knowledge, and how to use it, are a part of the good communication skills.

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Multifactor productivity formula

4. Focus: Your ability to focus and to maintain the most direct path to your sales goal is another obvious, but often under-trained sales skill.

Sometimes just understanding the planning/goal-setting process can be a challenge.

More often though, the ability to remain undistracted in the pursuit of your sales objectives is the area where sales personnel may falter.

There can be “a lot of balls in the air” as you juggle contacting prospects, gathering needed information, closing the deal.

And then following up with past customers to maintain them as business partners or as referral sources.

Focus can depend on your ability to control your own internal distractions and anxieties/pressures.

Like Olympic-level athletes, you must prepare your mind and body for the competition of selling.

And this can require coaches and trainers that assist you in getting ready to perform at the highest levels.

Focusing techniques can be learned and applied.

This is not an area where you can be lazy if you want long term good results.

Multifactor productivity formula

5. Accountability for your success is not always built in to the selling process.

It may be weird to say this but your ROI (Return on Investment) is not always easily aligned with your sales numbers and commissions.

In many organizations, you may be out on your own in terms of how you work, how much you work, and how successful you are based on the work that you do.

Who you report to, how often you report, and when to change your sales strategies are not as clear as they should be.

Often an accountability partner, perhaps one who has a stake in your success, would be an essential addition to your achievement of your goals and dreams.

A coach or mentor can support you by assisting you in maintaining your focus and holding you accountable for your regular (maybe even daily) activities that will better help you in reaching your milestones along the way to your longer term goals.

As an example, if you had to e-mail or fax a daily activity report to your accountability partner that reflected the number of calls you made, the people you interviewed, the promotional packages you sent out, and the number of closing appointments you have scheduled (and their level of success), wouldn’t you feel more responsible to following through on the necessary sales steps that will lead to your success.

I had an executive coaching client in the mortgage industry take his department’s sales from $1.5 million of sales in a month to $11 million of sales in a month, in just 5 months, by holding him accountable to his focus, his communication techniques, and his relationship building goals. He reported that it was easier than he had thought and the accountability kept him from “getting in his own way” as he moved toward record profits.

Multifactor productivity formula

Organization: In sales having great Organizational Skills will make better use of your time, available resources, and help you to maintain contact with the variety of customers you have in process.

There are software packages that become essential in keeping track of people and the stages of the process that you are working.

Keeping track of contacts and any information that you developed through interviews is important as you work your way to the decision makers.

Once you have closed the deal, you will want to continue to track these clients to maintain relationships that can lead to future sales or referrals.

Great customer service and follow up will create a reputation that will make any future sales come more easily.

This level of organization does not come naturally to many people, and some of us can not hire full time administrative assistants that will keep up with required organization.

We need to problem solve this and to develop systems that can allow us to be better organized and more efficient.

Multifactor productivity formula

These 6 steps to sales success can require our attention, and often, outside support to get us moving in the most profitable direction.

When the economy is going through contractions or expansions, this is even more necessary.

Though the 6 steps are obvious, they can prove difficult in execution so get the support or training that you need to become strong in each one of these areas.

If you feel you want to go through an assessment process to better understand your strengths and your challenges, there are tools that you can use to assess your abilities.

Some organizations will benchmark their entire sales force to distinguish the skills and styles that make there top producers special.

This can help when hiring people that will be most successful within your organization’s unique culture.

You may also be able to find what training your sales people may require or who would benefit from individualized coaching programs.

Read also, Top 14 Potential Fruit Selling Business Guides 

Multifactor productivity formula

Remember to set your goals high and work smart! Do not waste time making excuses, just get on with the efforts that you need to take to move you toward your goals.

L. John Mason, Ph.D. is the author of the best selling “Guide to Stress Reduction.” Since 1977, he has offered Sales Success & Executive Coaching and Training.

Please visit the Stress Education Center’s Coaching webpage at Coaching and Training for articles, free ezine signup, and learn about the new telecourses that are available. If you would like information or a targeted proposal for training or coaching, please contact us at (360) 593-3833.

If you are looking to promote your training or coaching career, please investigate the Professional Stress Management Training and Certification Program for a secondary source of income or as career path.