Have you ever wondered what an airplane pilot does before flying their passengers from point A to point B? No matter how many years of experience they have, their routine will almost always remain the same. Before a flight, the pilot will always go through a complete and accurate checklist to make sure that everything they need is functional and available.

The usefulness of a CRM for sales people is very similar to the checklist that the pilot uses before departing. This is why it is important to have a good implementation of your CRM and to fill it out adequately with quality data. Do you think that a pilot could venture into the air with an incomplete and imprecise checklist to check before departure?

We often talk about how to set good sales targets, when we should do it, how we can achieve them, etc. While this is an essential exercise for companies and sales teams who want to be successful, what about the personal goals of each individual within that larger whole?

In my opinion, we need to set personal goals beforehand in order to give meaning to our work and to be more motivated and perform better on a daily basis. In sales, this is especially true, because experience of the job is mainly acquired in the field. You must therefore give your 100% every day to continue to evolve. You may also have a large portion of variable salary, so your remuneration depends on your ability to give the best of yourself. Your motivation is therefore essential to your success.

By giving a reason for the money you earn or the activities you accomplish, I believe that the efforts you put in will seem a little easier to you in your work and in your personal life.

In general, companies are often looking for growth flows. Indeed, most are looking to grow faster by generating more revenue and profit.

The problem I often encounter when I work with business leaders is that they feel blocked and limited in their growth. They claim that the market is saturated and that they no longer know where to seek growth. However, when I ask them what their market shares are, many of them have no idea. That's why I recommend conducting a market study to better understand your situation and identify growth opportunities. But this study will only tell you where you can look for growth. However, there is no guarantee that your sales force will know what to do and how to bring you the sales opportunities identified in the study.

So, what can you do about it?

Time management is a recurring topic in our space, and everyone approaches it differently. But the fact is -- more of us feel like we don’t have enough time to do everything that needs to get done.

When we try to be as productive as possible, we often end up undermining the effectiveness of our actions. But, breaking a few bad habits can have a massive impact on our productivity and help achieve success in sales.

Here are 6 bad habits you should get rid of right away to better manage your time and be more productive.