We’ve all heard the phrase, "Time is Money".  According to sales guru, Jeffrey Gitomer, www.gitomer.com, we have, universally ignored it.  He states that "You already know WHAT to do, you’re just NOT doing it. 

How should you be spending your time?  Making Connections, Helping Customers, Providing value, Service in an Instant, Building Relationships, Earning Refferals, Following up hot accounts, and Making Sales.

He asks, "Are you Spending Time, or Investing Time?"  He also points out that it is not Time Management but Time Allocation.  Cold Calling?  Everyone does it.  Have you ever quantified your results?  Probably 99.9% miss, but selling based on referrals nets a 75% success.  Hmmm.  So where should you be spending your time?  Getting refferals and going after them. 

We are near the start of a New Year.  Your Sales slate is blank.  The question is "How will you spend your time?"