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This Week's Sales Tip

Bill Farquharson

Bill Farquharson

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Righting the Sales Ship

righting the ship

Good morning!

On the first day of every month, I check the air pressure if the tires of all family vehicles. The fastest way to burn through those expensive Michelins is through neglect.

On the first day of every month, I balance business and personal checkbooks. Because, duh.

And on the first day of every month, I push the centerboard down in my sales boat.

It is so easy to get scattered as a salesperson. Something crosses your mind and you write it down. An idea hits you in the middle of the night and you add it to a list on your iPhone. One task becomes three, becomes five, becomes 10.

It’s so easy for things to get away from you.

But, what if you took a moment every month to refocus, to check and make sure you are not getting too scattered, and to figuratively reset the direction of your sales activities (aka your sales boat)?

Go through your task list, deleting anything that’s been there since last month. With whatever is left, really question whether or not this is the best use of your time.

Speaking of time, think about the ways in which you are using your limited selling time. Is it well spent or are you chasing windmills, Don Quixote?

Do not begin a new month of selling without having filled up the air, found some balance, and refocused your selling day.

Drifting off course is an easy and common occurrence. Only by making it a monthly habit to examine your choices of selling activities can you be assured of maximizing your sales productivity.


Bill Farquharson is a time management nerd. There. I said it. His pursuit of sales productivity is endless and his Sales Vault is full of ideas for selling more in less time. Go to or call Bill at 781-934=7036.

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