Find More Time for Cold Call Sales

by on February 2, 2010 · 0 Comment POSTED IN: Selling Essentials Info Center

Compress your administrative tasks to increase your cold call sales time

You’ve probably heard the proverb, “work expands to fit the time available.” That’s actually Parkinson’s Law, named for a famous British author and productivity expert. If you give yourself a week to complete a two-hour task, then (psychologically speaking) the task will increase in complexity so as to fill that week. And in cold call sales, time is everything.

We give tasks more time than they really need, sometimes because we want “breathing room,” but more likely because of an inflated idea of how long the task actually takes. People aren’t fully aware of how quickly some tasks can be completed until they test this principle.

Create more “time” for your cold call sales
Make a list of your administrative tasks, rank them by the amount of time they usually take. Then give yourself half that time to complete each task.

Make the time limit like any other deadline. See the deadlines you set for yourself as unbreakable – just like the deadlines your customers set.
One example: Instead of doing the leisurely 20- 30-minute morning email check, give yourself five minutes. That will force you to focus on the high-priority ones. You may find other tasks where only 10% of what you do is important.

Experiment with how far you can take this. Make your criteria for what makes a task important really strict, and the penalties harsh!
You can squash your deadlines down to the bare minimum in many areas of your life. Just be conscious of the line between “bare minimum” and “not enough time” – what you’re aiming for is a job well done in less time, not a disaster that’s going to get you fired or cost you customers.

based on material from Joel Falconer at

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