Time Traps by Todd Duncan is one of the best books I’ve read in awhile on how to easily increase your sales. The premise is simple. If you sell for only 3 hours a day what would happen if you could find a way to sell for 4, 5 or more?
Here’s my review and you can checkout the book on Amazon.com if you wish.
Time Traps is about helping sales reps be more productive with their time. It approaches the concept of time management with a unique perspective — stating time management is just a waste of time. At first glance this statement seems ridiculous. How could managing your time be harmful instead of helpful? The answer is simple and revealing. Sales reps are paid to drive revenue and to engage in any other task takes away from the time sales reps should be spending with customers and prospects. Even if you’re the best time manager you could still be wasting time on things that are not driving revenue.
Time Traps positions a unique solution to sales reps for increasing productivity and sales. If you’re a sales rep who typically spends about 3 hours a day selling (this is the average), what are you doing with the rest of your time? You’re doing something that is not productive or directly related to hitting your number. Time Traps encourages you to identify the tasks that are sucking your time away and to replace that time with selling. The result is a massive increase in sales and productivity in less hours worked.
The Time Traps solution involves 4 steps:
1.) Accumulation: The primary goal of the Accumulation phase is to set up boundaries that will prohibit interruptions or distractions from entering your river.
2.) Admission: Once you’ve stopped unnecessary tasks from sapping your time, you must set up boundaries to help you prioritize and schedule the tasks that still require your attention.
3.) Action: In this phase you carry out the tasks that are either necessary or productive, based on your boundaries in the Admission Phase. In the Action phase you learn to increase your overall productivity.
4.) Assessment: After implementing the first 3 steps there may still be things that waste your time. The Assessment phase helps you avoid those obstacles and teaches you how to remain focused on the tasks that are not only the most productive in your business but also the most productive in your life.
After reading Time Traps and through the implementation of these 4 steps sales reps will be able to sell more, in less time and enjoy a quality of life not common in the sales profession.
If you’ve been enjoying the NewSalesEconomy.com blog make sure to subscribe and follow me on Twitter @ChadALevitt.
Related posts:
{ 0 comments… add one now }