ON VS. IN… There are two ways to approach your Sales Business. Sometimes you need to be working IN your business. Sometimes you need to be working ON your business. When you’re working IN your business you are:
1. Getting things done & creating new Sales opportunities
2. Dealing with the day-to-day challenges that come up
3. Producing results
When you’re working ON your business you are:
1. Looking at things from 20,000 feet
2. Making adjustments to your current approach
3. Planning future strategies
Here is your ACTION STEP…the reality is that most of the time you will be working IN your business.
The greatest percentage of your time will be spent getting things done, putting out fires, and producing results. Most Salespeople don’t spend enough time working ON their business. Let’s look at some of the things you should consider doing when you are working ON your business. Here are some suggestions:
ON the Business Activities
1. Where do I want to be in five years? What are my big picture goals?
2. Money management and budgeting
3. Marketing and brand recognition
4. My staying in touch with my database strategy
5. My approach t
o social media and my website
6. Administration and staff management. Do I need an assistant?
7. Do my activities equal my business goals?
8. Does my daily schedule allow me to accomplish the necessary activities?
9. What is my biggest challenge that I need to address in my business right now?!!
Two last points…Q #1. WHY should you work ON your business? A: That’s how you grow, if you are stuck in a rut it’s because you have not changed anything lately.
Q #2. WHEN should you work ON your business? A: a simple (but not easy) answer… you have to block out time in your schedule each week. Find a one or two hour period and set aside the time to plan on for the future. Here’s a common refrain, “Bruce, I’m so busy trying to get results that I don’t have time to do all that other stuff!”.
I know it’s not easy but at the same time that’s how you get to the next level. You have to take the time to work on some of the items listed above. The alternative is to do nothing, stay the same, and watch the rare few overachieve. As Don Shula said so aptly, “Not succeeding is not an option”.