Is Time Management the Key to Productivity? Mark Sellers Shares His Take, Ep #194
Release Date: 05/20/2020
Do you know how to use leverage in negotiation? Or are you afraid to come across as demanding, therefore harming your relationship with a prospect? Today’s guest on the Sales Reinvented podcast—Steve Hall—shares how you can use leverage in negotiation that creates a mutually beneficial outcome for all sides. Steve is the Managing Director of Executive Sales Coaching of Australia and is recognized as Australia's leading authority on selling at sea level. He is a member of the Sales Experts Channel and has been a finalist in several categories in the Top Sales World Awards. Don’t...info_outline The Role of Intellectual Curiosity in Negotiation with Mike Macchiarelli, Ep #210
Intellectual curiosity is a curiosity that leads to the acquisition of knowledge. The intellectually curious have a deep and authentic need to understand the world and the people around them. In this episode of the Sales Reinvented podcast, Mike Macchiarelli shares how intellectual curiosity influences the negotiation process. Don’t miss this episode! Mike Macchiarelli has over ten years’ experience in B2C selling as a salesperson, trainer, and manager. During his time with Equinox—a global luxury-lifestyle fitness brand—he won numerous awards and has helped to train over 1,000...info_outline Why you NEED to Know Your Walk-Away Point with Diane Helbig, Ep #209
Why is knowing your walk-away point so important in a negotiation? How does it influence the process? In this episode of the Sales Reinvented podcast, Diane Helbig shares her thoughts on knowing your floor—your bottom-line walk-away point—and why it’s such an important part of the negotiation process. Diane Helbig is an international business advisor, sales trainer, and growth accelerator. She is the author of and the host of the Accelerate Your Business Growth podcast. Don’t miss her unique take on the negotiation process! Outline of This Episode [0:36] Diane’s definition of...info_outline Get Comfortable Being Uncomfortable with Negotiation with Perry Green, Ep #208
It’s time to get comfortable being uncomfortable with negotiation. The vast majority of the population finds negotiation uncomfortable and they allow that discomfort to derail the process. Today’s guest on the Sales Reinvented podcast—Perry Green—shares that it doesn’t have to be that way. It can be a game-changer if you learn how to embrace the discomfort and move beyond it. Perry Green is a highly accomplished and experienced negotiation executive, with over 25 years in the CPG industry. He is a past recipient of The President’s Award, Nestle’s highest sales honor. He’s...info_outline Negotiation Tools, Tactics, and Strategies with Kristie Jones, Ep #207
Do you have the right combination of negotiation tools, tactics, and strategies in your arsenal? Do you understand how important it is to develop negotiation skills? In this episode of the Sales Reinvented podcast, Kristie Jones shares some of her favorite negotiation tools. She also gives some sage advice about the negotiation process. Don’t miss it! Kristie Jones is the Principal at the Sales Acceleration Group. Kristie is the go-to expert for tech startup founders who want to accelerate their revenue by improving their sales strategy, process, and people. She uses her 15+ years of...info_outline Ask Leading Questions in Negotiation with Ian Moyse, Ep #206
Asking leading questions may not be permitted in a court of law, but in the negotiation process it is inherently necessary to ask leading questions. Asking the right questions is the #1 negotiation tactic that Ian Moyse emphasizes in this episode of Sales Reinvented. We also chat about his negotiation process, attributes of a successful negotiator, and other tools and tactics he utilizes. Don’t miss it! is the EMEA Sales Director at and based out of the UK. He is also an industry social influencer who is widely published on matters of Sales Leadership, Social Selling, and Personal...info_outline Why You Must Maintain Healthy Tension in the Negotiation Process with Melissa Madian, Ep #205
Most salespeople can naturally sense tension but are wholly uncomfortable with it. But healthy tension in negotiation is a normal part of the process that salespeople should embrace. According to today’s guest—Melissa Madian—healthy tension is critical to the success of a negotiation. In this episode of Sales Reinvented she talks about how it influences a negotiation and brings value to both parties. She emphasizes understanding the value you offer and holding firm. To benefit from her years of expertise in the field, listen to this episode! Melissa Madian is the Founder and Chief...info_outline Why Emotional Control is Imperative in a Negotiation with Jeb Blount, Ep #204
Emotional control in the negotiation process is difficult to master. It’s partly because as a species we are ruled by emotion. It’s difficult to take a step back and let go of the different influences on the negotiation and focus on the facts. In this episode of Sales Reinvented, Jeb Blount shares his take on emotional control in negotiation and why it’s so important to the process. Jeb Blount is the CEO of Sales Gravy and a Sales Acceleration Specialist. He’s a best-selling author and most recently penned: . Jeb is a world-renowned keynote speaker and the host of the This episode is...info_outline How to Become a Successful Negotiator with Mladen Kresic, Ep #203
Do you know what it takes to be a successful negotiator? Do you possess some of the necessary skills and attributes? Do you need to brush up on your negotiation skills? In this episode of Sales Reinvented, Mladen Kresic hones in on why salespeople struggle with negotiation. He also shares some of his favorite negotiation tactics and gives some pointers for dealing with the negotiation process. Mladen is full of spectacular insight into the negotiation process. Don’t miss it! Mladen Kresic is the CEO of K&R Negotiations—aka Negotiators.com. For 30+ years Mladen has successfully...info_outline How Your Mental Mindset Impacts a Negotiation with Mary Grothe, Ep #202
Are you aware of how your mental mindset impacts the entire negotiation process? Do you walk into a negotiation feeling timid or unsure? Or are you confident and prepared for the negotiation process? Mary Grothe understands how mindset influences the negotiation process and has developed a strategy that she’s found success with. Listen to this episode of Sales Reinvented to hear her take. Mary Grothe is the CEO of Sales BQ®, an outsourced RevOps firm of fractional VPs of Sales, Sales Ops, and CMOs who serve companies across the nation by profitably rebuilding their sales &...info_outline
Time management is something most people struggle with and salespeople are no exception. It can have a huge impact on productivity—so how do you manage your time effectively? How do you become more efficient and productive in the time that you do have? Mark Sellers joins Paul in this episode to share his take—don’t miss it!
Mark Sellers is the Managing Partner and Founder of Breakthrough Sales Performance—which has been operating for 24 years. He is the author of two books, ‘The Funnel Principle’ and ‘Blindspots: The Hidden Killer of Sales Coaching’. He is an executive coach who consults with small to medium-sized businesses to help them improve their sales. Listen to this episode of Sales Reinvented for his insights on productivity.
Outline of This Episode
- [0:59] Mark’s definition of productivity
- [1:57] Salespeople need to focus on efficiency
- [3:09] Focus on what is measurable
- [6:41] Tactics to improve productivity
- [9:36] What attributes or characteristics should a salesperson have?
- [11:03] Mark’s weekly strategy: write things down
- [12:15] The premise of Mark’s book: Blindspots
- [13:26] Top 3 productivity dos and top 3 don’ts
- [15:30] How Mark wrote 2 books and built a deck
Productivity is about time management and prioritization
According to Mark, productivity is measured by the function of energy multiplied by the task at hand. In other words, how long does it take you to complete a task? You’re more productive if you get things done in a shorter length of time. But time seems to be what all salespeople are short on—so the goal is to become more efficient with the time you do have.
Mark points out that one way to achieve efficiency is by only investing your time in qualified leads. You can’t continue chasing deals that are dead. You must also prioritize the things that move the needle on sales and achieving quota and everything else is secondary.
Sales managers need to focus on tracking what is measurable—which is why there is such an emphasis on goals, quota, etc. Mark is happy as long as he can see progress is being made towards a goal. But as a manager, you must know how many ‘calories’ your salespeople are burning to reach a goal. If they’re being inefficient, you can help coach them to be more productive and focus on priorities.
Mark’s tactics to improve productivity
Salespeople need to stop running and reacting—if they can’t sustain their activity level it will catch up to them. To change, they need to plan better. Mark shared some cool strategies:
- The 6x6 priority management strategy: Write on index cards the 6 things that are important to you for the next 6 weeks (personally or professionally). You monitor those things for 6 weeks and evaluate your progress at the end. It helps you find focus and clarity.
- Practice necessary endings: Get rid of the things in your life that are no longer serving you and are distracting you.
- Write things down: Mark sets aside time each week to write down 3 things: one thing to focus on for clients, one for business, and one for his personal life. He resets them weekly. If he’s nowhere near meeting his goals, he’s likely trying to do too much and adjusts accordingly.
- Get coaching: No matter what level you’re at—be it CEO, sales manager, or sales rep—you can improve your skillset with coaching. Coaches can give us a different viewpoint when we are too close to the action and dealing with blindspots.
Be sure to listen to hear our in-depth discussion of these topics.
The attributes a salesperson should have
Mark believes the key to being a great salesperson, in general, is having a good vision. What you’re doing in pursuit of the vision will always move you in the right direction. You simply build your priorities around that vision and pursue them relentlessly.
A salesperson must also know where they’re going to spend their energy, both personally and professionally. They have to have the ability to discern what to say no to and what opportunities to embrace. You can’t be successful if you say ‘yes’ to everything and end up burned out.
Mark’s tips and tricks to master time-management
Mark has learned a few tricks along the way that he shares in this episode that can help you maximize your time:
- Do a monthly funnel audit: It helps you reset your priorities and is a great way to hold salespeople accountable.
- Use your calendar for a 30-day plan: Go straight to your calendar and time-block and schedule appointments like you would for a customer or a Dr. appointment.
- Write things down: It’s hard to ignore something clearly written in your calendar.
- Stay organized: Disorganization is the ultimate productivity-killer.
- Don’t wait until the last minute: You will never produce quality work when you rush.
- Learn to say no: Avoid taking on more than you can handle.
Listen to the whole episode for an in-depth discussion on productivity, to hear about how Mark wrote his books, and the best way to knock out tasks.
Resources & People Mentioned
Connect with Mark Sellers
Connect With Paul Watts
Audio Production and Show notes by
PODCAST FAST TRACK