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If all DSRs have the same number of hours in the day, why do some DSRs seem to get so much more done than others? How do they do more, achieve more, earn more, have more? If time is the currency of achievement, then why are some able to cash in their allotment for more chips than others?
The answer is they make getting to the heart of things the heart of their approach. They go small. Going small is ignoring all the things you could be doing, and instead, doing what you Should Do. It’s recognizing that not all things matter equally, so begin finding the things that matter most. It’s a tighter way to connect what you do, with what you want. It’s realizing that extraordinary results are directly determined by how narrow you can make your focus.
Most DSRs have their days planned, but when you ask most DSRs what their day looks like tomorrow, most will reply, “I’ll let you know tomorrow.” Why is this? Is it that they are that bad at time management? No, it’s because there are so many moving pieces in the foodservice distribution business that even the best time management gurus would be chasing their tales trying to manage it all if they were a DSR.
That said, most DSR top achievers operate differently.
They have an eye for the absolute necessary. They pause just long enough to decide what matters most and then allow what matters most to drive their day.
Most top achieving DSRs work from the understanding of what matters most and do whatever they have to do FIRST to make sure customer needs are met in order for the customer to make money!
Top achieving DSRs prioritize and do sooner what other DSRs plan to do later, and postpone maybe indefinitely, what other DSRs might choose to do sooner.
The difference between the DSR top achievers and other DSRs isn’t in their intent, but in their Continued Focus on What Matters Most. Working from a clear sense of PRIORITY seems to be what sets top achieving DSRs apart from the others.
A mutual understanding of daily priorities with customers and peers allows all to focus and meet expectations in a timely fashion and helps avoid surprises and unexpected disappointments.
Many DSRs don’t reach their daily goals, not only because of the obstacles that pop up each hour, but also because they didn’t’ start their day with a clear understanding of what matters most…they weren’t even thinking about it.
These top achieving DSRs may have had to change their well-planned-out day and not get to call on new accounts, show samples, work with brokers, or be on time to a district sales meeting, and maybe even miss a family event in order to take care of what matters most, which is focusing on the things that help your customers make money!!
Be a Resource…and Sell Something!