Most sales people have a virtually unlimited amount of work.  They usually have thousands, if not hundreds of thousands, of suspects they can call at any one time.  With all this opportunity sales people really need to think hard about how they use their time. 

Most sales people treat their own time as almost valueless and their prospects’ as golden.  Sales people should stop thinking this way.  It is critical that they complete their most critical tasks every day, week and month, if they are going to have a shot at making their quota.

The most common mistake sales people make is not “protecting” their prospecting time.  Sales people need to “build a fortress” around their prospecting time.  They need to schedule in prospecting time as an important meeting...with themselves.  They need to tell prospects that they are busy during this time and NOT schedule any conflicting meetings.

Sales people need to schedule their time carefully.  They must schedule the tasks that are critical to their success into their weekly calendar and make sure these tasks get completed.  Sales people need to manage their time very carefully and treat their own time the way they treat their prospects’.