How can you help your Direct Sales team manage their time?

Salespeople can only control two things: their quantity of activity and their quality of activity. Prior to scaling a sales team, leaders should have a clear idea (or at least a strong hypothesis) of how much activity is needed to drive desired outcomes. Categories of activity include prospecting outreach, initial meetings, subsequent meetings, proposals, etc. Knowing how much of one activity leads to a desirable outcome helps sellers know what they need to do in order to reach their goals.

Here’s our expectation ‘X’ Here’s how much time you have ‘Y’ Achieve ‘X’ before ‘Y’. You can go home. [yes of course you’ll have to check X for quality….but assuming quality is good enough] Now train, coach, encourage… This is how the best people in sales have always operated. Penalising your best people by imposing stupid constraints…isn’t helping your business. Sit back and think about how you could implement something like this.

Imagine your expectations are the North Star clear, guiding, and occasionally responsible for some lost astronauts. Make sure your team knows what's expected, so they're not wandering in the vastness of uncertainty. Think of it as giving them a roadmap, not a treasure map we're after productivity, not buried treasure.

Being a successful individual is like being Batman you need the right gadgets. Equip your team with tools and resources that make them feel like productivity superheroes. It's not about having a utility belt; it's about having the right apps, software, and support to conquer the challenges they face.

In the corporate circus, encourage your team to be tightrope walkers, not jugglers. Embrace flexibility and balance,it's about finding the sweet spot between work and life without dropping any balls. Life is a circus; let your team be the graceful acrobats swinging between tasks without falling into the lion's den.

In my experience its important to prioritise flexibility and balance. Acknowledge the dynamic nature of the industry and support the team in adapting to unexpected challenges or opportunities. Encourage them to set boundaries and respect personal time to maintain a healthy work-life balance. This approach helps in reducing stress, preventing burnout, and keeping the team motivated. Look at other ideas like books "The Third Space" by Adam Fraser is a good one.

Recognition is like oxygen for success, it keeps your team breathing and motivated. Be the leader who hands out compliments like confetti at a celebration. Celebrate victories, big or small, and offer constructive feedback with a touch of humor. Remember, acknowledgment is the secret sauce of a thriving team.

Effective time management for your team involves offering constructive feedback and recognition when ever possible. Feedback guides them in understanding their strengths and areas for improvement, fostering learning and growth. Recognition, on the other hand, boosts morale and motivation, celebrating their successes and milestones. Look at incentives that can drive behaviours where there needs focus. This is a really important area you can utilise. By providing both, you enhance their skills, confidence, and loyalty to the team.

Leading by example not only inspires your team to emulate these habits but also fosters a culture of effective time management in your Direct Sales business. Never ask anyone to do anything you are not prepared to do yourself. This is true leadership and also demonstrates respect from both sides.

This is by far the most important thing to do. There is no better way to inspire than to lead by example. When the leader manages his time better, the team will emulate.

Picture yourself as a leader leading from the front, not a general barking orders from the rear. Be the inspiration, the Gandalf to their Frodo. If you want your team to be punctual, show up on time; if you want them to be enthusiastic, let your passion light the way. Be the leader you'd want to follow, minus the pointy hat

Make quicker decisions You can use this rule for decisions as seemingly trivial as what you will eat for lunch or what font to use for your blog. You’ll be more productive and build momentum by making quick decisions about minor things.