It is easy to think that just because you’re busy, you are productive. Nothing could be farther from the truth. The words “busy” and “productive” are often polar opposites.
I see salespeople and sales leaders spending countless hours updating reports and building out spreadsheets. These same people are quick to say that they just don’t have time to prospect or meet with customers because they’re busy. They are busy doing “busy” work.
Ask yourself these two simple questions before you start working on anything:
Will this make a difference with a customer?
Will this grow sales or increase profits?
If you lead a sales team, I hold you responsible not only for the work you create for your people but also the requests you get from others above you. During my days of leading sales teams, I remember how often I pushed back on marketing, finance and other things to stop the chaos! Honestly, I
