I have read a number of blog posts recently which focus on time management; time efficiency; time robbers etc, and it is certainly true that one of the distinguishing characteristics of the most successful salespeople you know is to get things done: Have you noticed that they always seem to have time – they make time – for you; for colleagues; for family and friends; for relaxation … So how do they do it?

Here are just twenty essential questions, which in my view, you should get used to asking yourself about your daily time planning:

• Did I accomplish all of my high-priority goals?
• Did I reach or surpass all of my other goals?
• Did I invest as much time as I planned in persuading others?
• Did I contact every prospect that was on my list today? If not, why not? What prevented me?
• How much time did I spend prospecting for new clients?
• How much time did I waste procrastinating today?
• What is the most productive thing I did today?
• What is the least productive thing I did today?
• Of the things I consider a waste of time; could I have avoided them or eliminated them?
• How much did I spend doing something that will profit me? Can I devote more time here?
• Was today a productive day for me? For my company?
• Did I take care of all the paperwork I needed to care of?
• How many of today’s activities have helped me achieve my goals?
• How much time did I allocate to my family, friends, etc.?
• What can I do to improve the quality time I need to spend with my family/friends, etc.?
• How much time did I allocate to me?
• If I could live today again, what would I change?
• What did I do today that I feel really good about?
• Did I send ‘thank you’ notes to the people who gave me business and to those who helped me secure that business?
• What or who wasted the greatest amount of any time?

Finally, in summary, here are ten common time traps to be avoided:

• Desperately seeking what should not be lost – become more organized
• Failure to do the job right the first time – work to ‘Right First Time’ principles
• Procrastination – get to the point
• Unnecessary or unnecessarily long telephone calls – be succinct
• Unnecessary or unnecessarily long meetings – be rigorous
• Check lunches that last for two or more hours – be honest
• Negative thinking – be positive
• Travelling time – plan
• Unconfirmed appointments – be realistic
• Laziness – be diligent – Productivity = Results

Do remember: The most important word in time and self-management is………NO!

I made the time today to share these tips with you, will you make the time to analyze how you can become more efficient?

News: I had a very interesting chat with Colleen Stanley the other day about “emotional intelligence”- if you would like to download or listen to the very short interview, you will find it here

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