Sellers must work to effectively plan their activities in order to accomplish the important tasks in their days, and since I’ve struggled with the same challenges, I’ve developed a new planning tool to help with that effort. For most of us, it isn’t unreasonable to find that we have more tasks due in a day than we can possibly accomplish, and we can end up feeling like we’ve failed when we come up short. Unless we change how we do things, our days will feel like Groundhog Day, and we’ll repeat the same ineffective patterns every day. Falling short If we fail to complete our to-do list every single day, we’ll end the day feeling like we’ve failed. Worse yet, our list will grow every day because it will include tasks from the previous day that we didn’t finish. Eventually, we’ll feel emotionally drained by our ineffectiveness. Now, while you’re trying to find new leads, get new deals, and close new opportunities, you’ll likely be preoccupied with your looming to-do list. You’ll never completely escape the stressful moments and days in sales, but if you learn to effectively manage the time you have, you’ll better manage that stress. Whether you’re selling cars or selling services, you’re at risk of being frustrated by the to-do list. Identifying the process I discovered in my own process of organizing tasks I was spending as much time planning the tasks as I did accomplishing them. The result was that I was going in circles. I had read a book by Kevin Cruz called 15 Secrets Successful People Know About Time Management that prompted me to take control of my schedule. (I recommend you read it, too. It’s available on Audible.) I started by writing down all the tasks I needed to do each day, keeping in mind that I function best when I keep my days broken up. Kevin recommended breaking your day into 15-minute increments, which was a great idea, but honestly 30-minute increments worked best for me. I planned my entire day, including tasks like reading a sales book, listening to a podcast, prospecting, LinkedIn outreach, follow-up with clients, or proposal preparation. Creating a planner I decided to create my own planner that specifically addresses my unique tasks. One side of the planner allows me to list all the different tasks I do and divide them into different categories. In my case, as a business owner, I have certain categories that other sellers may not have. The top of each page has my KPIs which will help me generate sales and move the needle. They include new prospects, new opportunities, deals, progress. I list my top three goals or priorities for the day and things that I know I must get done. Some of them will be sales related and some will be beyond sales. For example, Mondays are podcast interview days. Other tasks on other days might include working with a team member to accomplish an internal task or meeting with a bookkeeper. Some days I’m writing a guest blog post for Hubspot or some other publication or creating content for social media. I also include personal tasks like appointments. At the bottom of the page, because I’m also a consultant, I track my clients and the consultations I have with them. Devoting time On the second side of the page, I allocate time for each of the different tasks, in either 15- or 30-minute increments. I order the tasks according to importance because I have them divided by category. Over time, I can track the categories and tasks that are taking a lot of my time. In some cases, I can push some of those tasks to other...

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