September 23 by Carlos Torres

Business man being productive

The last hour of work can oftentimes be comparable to listening to Nickleback on repeat. The last hour of work can also be comparable to seeing the Cleveland Browns play football. The last hour of work can also be classified as “torture” in the Geneva Convention.

We get it; the last hour of work is a drag.

But what if I told you that there’s a better way. What if I told you that I have the key, the key to ensure your last hour of your work day is as productive as a college freshman the night before a midterm?

1. Get Ready for the Next Day

This one is great for everyone who:

    – Crushes it
    – Doesn’t crush it
    – Doesn’t crush it, but wants to crush it
    – Likes crushing things, in general

Instead of pretending you’re doing something important by having Linkedin and/or a Microsoft Excel spreadsheet up, just go ahead and plan for tomorrow. Start off with a “To Do List” of the most important things to do, and rank them by difficulty. Science has proven that this actually works. So remember, the first step to becoming a legend within your Business Development/Sales department is to focus on tomorrow, and attack it the way Jim Harbaugh approaches each day.

Jim Harbaugh is productive

2. Deal with Emails

If there’s one thing I’ve learned as a Business Development Rep, it is that this job is ALL about momentum. If you believe you’re the Kobe Bryant of Biz Dev, odds are you’ll tear through your quota like the black mamba did to the Toronto Raptors on January 22nd, 2006. Belief and momentum go a long way. Say you’re absolutely crushing it with getting prospects on the phones. You’re smiling n’ dialing, you’re doing your thing, you’re an absolute savage. Then out of nowhere, your prospect wants an email for “more info”. So what do you do? You send the email immediately, and then you become sidetracked looking at “The 10 cutest puppies” on Buzzfeed. Next thing you know, it’s 4pm and you’re nowhere close to quota. All that momentum you had from earlier that day is gone like the hopes of any and every Detroit sports fan ever. Rather than ruining that momentum for one email, do this instead:

    i. Send yourself a calendar reminder to follow up on emails during the last hour of work.

    ii. Proceed with tearing through your list of prospects like the madman you are.

3. Clean Your Desk

Dirty Desk

Have you ever been engulfed by the ocean of filth that is your desk? If you’re reading this, you most likely have. But look, instead of dwelling in the sea of nastiness that is the average office desk, I have three words for you: Clean. It. Up.

Of course, no one wants to be the guy with enough coffee rings on his desk to look like a piece of art at the local MOMA. That’s no way of impressing your boss, no way of moving up the corporate ladder and absolutely no way of becoming the next Steve Jobs/Marc Benioff-tech-man(or woman)-beast. Instead of dwelling in the sea of nastiness that is your office desk, this is what I want you to do:

    i. Go to your car
    ii. Drive to your local convenience store
    iii. Buy some disinfecting wipes
    iv. Drive back to your office
    v. Clean
    vi. Continue crushing it

And that, ladies and gentlemen, is how you become the next Steve Jobs/Marc Benioff-tech-man(or woman)-beast. You can thank me later.

4. Review the Day at Hand

So let’s say you didn’t crush it during said day. Say you were well below the Mendoza Line of crushing it for the day, and thoughts start creeping whether you can cut it in business development. Maybe your Mom was right; you should’ve gotten that Mechanical Engineering degree instead of that BA in History. You’re caught in a slump, and you’re searching online to see the easiest way to get your teaching credential. But before you do something you’ll regret (like go to grad school), review on what you did right, what you did wrong, and what is under your control to fix to become the monster rep you’re capable of becoming. Whether it be by measuring your metrics (calls made, meetings set) or reviewing what you could’ve done better with calls (record yourself and see where you went wrong or what you did right). The last hour of work may be the difference between becoming a legend, and being a has-been.

We asked experts, authors, executives, and sales leaders what they thought were the Top Sales Trends of 2016. See what you can expect for the rest of the year.
Top Sales Trends of 2016

Trending Blogs