What do you do if you struggle to track and analyze your time as an outside sales professional?

1 Time Audit

Conducting a time audit is a transformative first step in understanding where your time goes. For one week, meticulously record everything you do, from the moment you start your workday to when you call it a day. This includes travel time, client interactions, administrative tasks, and breaks. After the week, review your log to identify patterns and time-wasters. You might discover that certain tasks take longer than they should or that you're spending too much time on low-priority activities. With this insight, you can start making informed adjustments to your schedule.

2 Prioritize Tasks

Once you've audited your time, categorize your tasks by priority. High-value activities that directly contribute to sales—like meeting with potential clients—should take precedence over less critical tasks such as paperwork. To avoid getting sidetracked, consider using the Eisenhower Matrix, which helps you decide on and prioritize tasks by urgency and importance, sorting out less urgent and important tasks which you should either delegate or not do at all.

3 Set Goals

Setting clear, measurable goals for each day, week, and month can provide structure and motivation. Your goals should be SMART—Specific, Measurable, Achievable, Relevant, and Time-bound. For instance, instead of a vague aim like "get more clients," set a goal to "contact 30 potential clients by the end of the week." By having concrete objectives, you'll be able to focus your time on activities that directly align with your sales targets.

4 Use Tools

Leveraging time management tools can greatly enhance your ability to track and analyze your time. There are various apps and software designed to help outside sales professionals with scheduling, route planning, and activity tracking. These tools can automate time-consuming tasks and provide valuable insights into how you're spending your workday. Find one that fits your workflow and use it consistently to help stay on top of your time management.

6 Adapt Strategies

Finally, be prepared to adapt your strategies as needed. The dynamic nature of outside sales means that what works one month might not be as effective the next. Stay flexible and open to changing your approach. If you find certain strategies aren't yielding the desired results, don't hesitate to experiment with new methods or adjust your goals to better suit your evolving work environment.