I like your extension of the points about finding what works for *you*. A lot of advice is, to my mind, too prescriptive; it can lead to us searching for “the system” which simply doesn’t exist. The only way to become more productive and more balanced in your work and life is to keep trying things and tweaking them until you figure out what works best for you. Of course you can learn from others – no-one needs to re-invent the wheel – but it’s ultimately about trusting yourself.

Gary, thanks very much for bringing in your thoughts and taking the discussion further. I agree that defining what activities form part of the sales process in business is tricky; in many ways, I think this links with Nate’s comment … each small business (and each small business owner) is a little different, and you do need to be willing to define for yourself exactly what activities are important, and which are less so.

You asked that we “small business types” might try to answer Jason’s opening question in your post.

Ali has done a credible job as always in addressing how we can stay on track to focus on the priorities (the 80% Jason mentions for his job – Sales). The tips she provides (and the links) if followed will provide much focus and improvement.

There legitimately is a question about what the “80% of time and effort on sales” really means. Sometimes those of us involved in Sales want to see the 80% as “in front of the customer, building a relationship, understanding their business needs, and proposing solutions with our products and/or services; then closing the deal.” These things are tremendously important.

But also important are completing the paperwork, communicating necessarily with other people who need the information that the sales person has gained, so that they can correctly specify and consumate the delivery of what the sales person has sold. Following up after the sale, advancing the relationship with the customer, and learning, if applicable, what could have been done differently to improve “what and how” we delivered is also a valuable part of the sales process.. Though some great sales persons might disagree, all of this is part of the important 80% and should be part of the priorities for the sales person.

But again, clarity of objectives, and then tools & tips like Ali proposes to avoid becoming distracted from our priorities.

I think the best advice is do what works for you. If you find that you are getting done what you want to get done, sit down and start analyzing the areas in your life that need improvement. If it’s a business and you want to focus on the selling aspect (which I suppose you should if you want it to work out) then start writing down the important activities that you need to do in order to get more sales.

I also like the advice of finding the right work time for you. I think our culture is so focused on working from 9-5, but each and every one of us has a time during the day when we’re most energized and most productive. For me, it’s usually the morning, but for others it’s at night. Find out what works for you and do it!

Thanks for the tips Ali!
.-= Nate´s last blog ..Are You Sleepwalking Through Life? =-.