Do you work 9-10 hours a day? If you are like most employees and you answered “YES” to this question you are most likely off by 2-3 hours. Why? Because of poor time management and distractions. According to recent studies, 75% of employers now say that two or more hours a day are lost by distracted employees. 43% have indicated that three or more hours are lost a day and based on a typical 9 hour workday, this works out to roughly 1/3 of each employees time is considered to be “non-productive.”
So when it comes to “time management,” most people cannot effectively put the two words together in their everyday lives. Instead you will commonly hear problems and objections and here are three of my favorite comments about time management in the workplace and what they really mean…
“IF I ONLY HAD MORE TIME IN THE DAY”
Ever heard somebody say this…or something similar to this? I have many times and the first problem has to do with hours really worked – defined by both the employer and the employee. Ironically it is not the most successful people who seem to have this problem…it is the easily distracted and undisciplined rest of us. Why, because more successful people want to control their own time instead of having others control it for them.
“TIME IS MONEY”
Anybody who tells you that “time is money” has not figured out that only money can be re-earned—time cannot. Every day we can make thousands of choices—both good and bad—with our time and money, but at the end of the day, only one always runs out.
Most people fail at time management because they simply don’t know what their time is potentially worth to them. Instead, they let others manage their time for them and then they get “paid” in exchange for their time. In the end, most people today are in the same business: trading their time for money.
In order to become successful in business, you need to understand a key fundamental of business: namely, what you and others are worth in time. Each resource in business, including yourself, is limited by time and/or cost. You can only work so many hours in a day, week, month, and year, and then you run out of time and the ability to create more of it on your own.
In order to better understand the value of time we need to start with the numbers. When it comes to salespeople, here is where I typically begin. First, the most important resource you have in sales is your time. There are 365 days in a year, which means you have 8,760 total hours to work with for everything in your life. Of the 52 weeks you have to work with, most sales professionals will be down to 47 weeks of work after holidays, vacations, sick time, and time away from work, leaving you with 2,350 hours to work with based on a 10-hour workday.
“I AM ALREADY TOO BUSY AS IT IS”
There is a big difference between staying busy and staying productive. Staying busy is a time killer because it is statically tied to the limited resource of time. Productivity, on the other hand, allows you to increase your output (sales) based on the same amount of limited resources (time). Most salespeople today spend the majority of their time in “NON-SELLING” activities. Recent studies have shown that salespeople spend as little at 41 percent of their time actually selling, which means that most salespeople are spending nearly 59 percent of their time not selling.
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