Time/Cost Trade-Off
There are many ways to increase your efficiency as a sales professional. None, however, are magical, nor do they work unless you use them. For many of you, the recommendations in this chapter will be a significant departure from “I’ve always done it that way.” The following chart will help clarify why it’s so important to make changes that can improve your efficiency.
First, find your annual income in salary. You’ll see to the right what an hour of your time is worth, a minute, and last, in a year, if you waste an hour a day, how much you have squandered in terms of time (based on 244 days per year). If you are on a commission plan, the numbers are even more dramatic, since there are wasted opportunity costs by not being ...
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