Increase Your Sales With High Pay Off Activities
If you’re anything like me I’m certain that you’ll want to get more out of your day! More time to sell and most of all more time to make commission.
Getting more out of your day isn’t easy, but one measure which you can adopt is to try splitting your daily activities into two parts, those being
- High pay off activities
- Low pay off activities
What are they? Well…
High pay off – these are the tasks that return a high yield for their activity. Such actions would include interactions with customers such as meetings and phone calls etc.
Low pay off – these are the tasks that return a low yield for their activity. Such actions would include admin tasks like arranging deliveries, returns or processing orders.
In an ideal world you’d want all of your activities to be high pay off activities, the more of these you conduct the more pay off you’ll see. Though in reality this is a hard task to achieve, nonetheless you should aspire to have high pay off activities dominating the majority of your time.
How do we achieve this?
Achieving this isn’t easy, what you need to start with is looking at all of your day to day activities and categorising them into high pay off or low pay off activities. Then address how much time you spend on them.
Try it for yourself, you’ll be amazed at how much time you spend on low pay off activities.
I was amazed when I first conducted this, I found that 55% of my time was for low pay off activities. Luckily I changed that almost straight away, now I’m getting more out of my day!
If you want to get more out of your working day then do yourself a favour, take some time now to work out your own time association. Look at your regular activities each day and split them into high pay off and low pay off activities. Remember
High pay off – these are the tasks that return a high yield for their activity.
Low pay off – these are the tasks that return a low yield for their activity.
If you’re struggling then ask yourself the questions which I did
- What activities are essential to selling more, and what activities could easily be delegated to someone else?
- What activities require specialist knowledge (that I possess) and therefore cannot be delegated?
From this you should have a list of high pay off activities and low pay off activities.
Now deduce how much time you spend each week on these activities. This task sounds more difficult than it is, but really you just need to be disciplined. Start this at the beginning of the week, and for every task you do, note down roughly how long it took you. For example if you start the day by spending an hour replying to emails then denote that as
Replying the emails – 1 hour – low pay off
Do this for all of your tasks for the day, and then for that week and you’ll probably notice some patterns occurring. For instance that one hour replying to emails may occur every day, meaning that five hours a week are spent replying to emails.
Remember to try and take your average week, if you take a week which is extraordinary, such as a week when you have three times as many meetings as a normal week then your findings will be misleading.
Work it out and use this information to your benefit to better maximise your day.
If you can change your practices to ensure that high pay off activities dominate every working day then you’re sales results will flourish!
For more insight into how to shape your day using high pay off activities do read my soon to be released book Sales Icon: Selling in the Shadows.