The Toothpaste Principal: Squeeze Efficiency Out of Your Day
By: Kevin Shea, Vice President, Recruiting Operations
Jeb Blount in his book Fanatical Prospecting says, “The one constant for every salesperson is time…every salesperson has exactly 24 hours each day”. As a result, efficiency plays a very important role in the success or failure of a salesperson’s day.
Efficiency to me means controlling what you can control – being accountable to ourselves each day. As a salesperson, you have ultimate control over how you manage your work day. Here are some questions, the answers to which are within your control to make:
- What time do you arrive? when do you leave?
- How many prospecting calls you make? What time do you make those calls?
- Did you make a plan for the day? Do I have an order to my tasks?
- When to socialize, take a break? Am I stealing time from myself and those around me?
- How do you structure your meetings, when do you have those meetings?
- When and what to say no to, aka delegate?
All these things, and more, are within an individual’s control and how you manage these types of activities dictates your daily efficiency.
Think of your day like a tube of toothpaste. We’ve all been there, where you wake on Monday morning and realize you forgot to buy toothpaste over the weekend and you are on the verge of your last squeeze. So, you work that tube all week, squeezing every last bit of toothpaste out and miraculously it lasts the whole week. The Toothpaste Principle (I made that up), means making decisions and planning in such a way that you squeeze every last bit of efficiency out of your day.
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About Digital Prospectors
We believe all people should love their jobs. Founded in 1999, Digital Prospectors is a top IT staffing agency in Boston that has placed thousands of contractors and direct-hire employees with hundreds of prestigious companies nationwide. Our work is about improving the lives of the people we serve by connecting opportunity and talent in meaningful ways. Life is short – Love your job!®
Kevin Shea, Vice President of Recruiting Operations
Digital Prospectors – Boston, MA | Exeter, NH