Time is a sneaky bastard, ain’t it? It runs too fast when you need it to go slow, and vice versa.

The only way to feel good about where you spend your time is to have something to show for it. The backbone of this principle is based on the core elements of strong time management skills:
1. Understand where you spend your time.
2. Build a disciplined scheduling system.
3. Set and manage goals.

There’s nothing more tangible for a salesperson than goals. But where most sellers get confused about setting goals – and thus, dismayed about time – is thinking all goals must be hairy and audacious.

They don’t.

Goals can be small, too, but they must be meaningful.

Further, don’t confuse goals with tasks. Tasks are what you do to reach your goals.

If you haven’t yet set goals for Q4, it’s not too late. How about this one, "Exceed my Q4 quota by 20% by growing my top two accounts?". That’s a specific goal, and it’s assertive too. Now, you’re cooking with gas because you can correlate your time spent with your goals.