Are you an honest person? Not with others – with yourself.
This might be the most uncomfortable sales tip you'll read, but it's essential: Be brutally honest with yourself about the work you're actually doing.
The False Narrative Problem:
Many struggling salespeople lie to themselves about their work ethic and efforts. They genuinely believe they're working harder than they actually are.
The Reality Check Conversation:
I regularly talk to salespeople who claim they're "working 60-70 hours a week" but are struggling with results. When we break down their actual activities:
- 6 appointments for the week
- 1 hour on prospecting calls
- 1 hour dropping in on customers
- Total productive sales time: 8-10 hours
Where Did the Other 50+ Hours Go?
- Worrying about results
- Planning without executing
- Thinking about what they should do
- Administrative tasks that feel like work
- Avoiding the hard activities
These activities feel like work, but they don't generate sales.
The Honest Assessment:
Track your time for one week. Categorize every hour:
- Revenue-generating activities (appointments, presentations, closing)
- Pipeline-building activities (prospecting, follow-ups, networking)
- Pseudo-work (planning, worrying, busy work)
The Uncomfortable Truth:
Most salespeople spend more time thinking about selling than actually selling. They mistake motion for progress and busyness for productivity.
The Productivity Audit Questions:
- How many actual sales conversations did I have this week?
- How much time did I spend prospecting for new business?
- How many presentations did I deliver?
- What percentage of my time generated potential revenue?
The Transformation Effect:
When you become honest about your actual effort, two things happen:
- You realize where your time really goes
- You naturally start investing more time in productive activities
Your Honesty Challenge:
For the next week, track every hour of your workday. Be ruthlessly honest about what constitutes real sales work versus busy work.
You might be surprised by the gap between perception and reality.
Remember: You can't improve what you won't acknowledge.
Comment HELP if you want guidance on conducting an honest productivity audit and maximizing your revenue-generating activities.
#SalesProductivity #SelfHonesty #JPBusinessAcademy