CEO Blog

More Sales 101 – Take Notes!

Taking notes quote by DanteIn my last blog entry I talked about using an agenda as a means of covering off all the points needed, including asking for the business!   It is also important that the agenda has time for any subjects the client wishes to discuss … obviously taking precedent over the salesperson’s points … and opening the door for a follow up meeting!

Today I want to talk about note taking, because I rarely see salespeople taking notes today, and I don’t understand it!  WE work hard to get client meetings so it is imperative that we get the most out of them that we can!

Here are just 10 reasons why salespeople should take notes when meeting with clients.

1.  Your memory is not as good as you think, so take note of what one of the world’s smartest men said!  Albert Einstein once said, “why should I fill my brain with facts I can find in 2 minutes“.

2.  Many meetings are filled with facts, names of contacts, names of projects, details of those projects, budget details etc.  You will not remember all of that data after the fact!

3.  When you can show detailed notes from a client meeting it demonstrates your professionalism to your manager.

4.  Later you can use your electronic calendar to identify the date of any meeting you have had (because of course you also use your calendar religiously) and go back to the notebook you used at that time, to tell you what was said at that meeting.   This can be useful for a million reasons.

5.  Amongst your notes will be tidbits of information that may prove crucial at some future date … contact names, phone numbers, dollar amounts (eg revenue spend of a client), commitments etc.

6.  If you have notes written down then you can quickly share them with anyone … scan and email, transcribe into a CRM or even photocopy and drop on someone’s desk!

7.  The act of writing things down actually improves memory of the facts … so you remember those facts better when you write them down!

8.  Taking notes means that you am not going to forget commitments you make … if you are in a meeting and commit to sending information later it will be highlighted in your notes.  If it is only in your memory then there is a chance you might forget.

9.  When you are meeting with a client and take notes it demonstrates your seriousness/professionalism to the client.

10.  I consider this to be one of the habits I have built that have led to any success I have enjoyed in my career. It is a good habit to cultivate!

“I never dreamed about success.  I worked for it!”  Estee Lauder

Here are 10 TIPS for note taking.

1.  Ask the client if they mind you taking notes, it is just another way to demonstrate your thoughtfulness.

2. Your notes should be legible to you … if your handwriting is bad then use capital letters.

3. Leave lots of space in your notes to add commentary later.

4. Keep all of your notes on one topic or meeting together … don’t have it in different places.

5. If you take notes in a sales meeting it is good practice to transcribe the information into quick notes for the CRM.

6 If you use a consistent method of taking notes then you can always find what you need later when wanting to refer back … so use a notebook, a time management system or some such organised method of collecting notes.

7. Always date notes and list who is present (eg. Joe & Ted or Sales Team etc.), a title would be good too … these can be done before the meeting in your best handwriting to make the notes easier to find.

8. Offer to take notes in company meetings and share them … its a good way to develop note taking skills.

9.  Always review the notes from your last meetings before going to the next meeting.

10.  Work at building good sales habits!

“Its the little details that are vital.  Little things make big things happen.” Coach John Wooden

Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Board!
Have you tried Eagle’s (very cost effective) Virtual Recruiter service?

Sales 101 – Asking For the Business

Colin Powell thoughts on successSalespeople tend to be social by nature and that can be a double edged sword.  The good part is that they can very often build relationships with people, the bad part is that they spend so much time socialising that they forget about the business!

If your salespeople are getting client meetings but not getting business then there is a good chance this is exactly what is happening!

The client makes time to meet, and your rep has a decent rapport.  The conversation focuses on some non threatening subjects like sports teams or golf, followed by some personal stuff like kids or hobbies.  If the client is smart they will get some information from the salesperson about what they are seeing in the market and before you know it the allotted time is up!

“The fight is won or lost far away from witnesses—behind the lines, in the gym, and out there on the road, long before I dance under those lights.”   Mohammed Ali

The salesperson leaves feeling good because it was a “great meeting”, “the client really liked me” … or some other such “non revenue generating” points.

The client might be okay with the meeting, but will not have addressed any of their business needs … so they could actually feel like they wasted time, because nobody has time to spare these days!

How do you get your salespeople to address business issues, and potentially ask for business?

One answer is to have a standard practice of using a meeting agenda for every sales call!

  • It forces the salesperson to ensure there are valid business reasons to have a meeting;
  • It puts in black and white the kinds of subjects that lead to business discussions;
  • It demonstrates that you are professional;
  • It is a good sales practice; and
  • It demonstrates that you will not waste your client’s time.

A client can always change the agenda as they see fit, but at least with an agenda there is a starting point that has some thought behind it.

“Thorough preparation makes its own luck.” Joe Poyet

Build good sales habits … ALWAYS use agendas!

Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Board!
Have you tried Eagle’s (very cost effective) Virtual Recruiter service?

Goals Without Plans are Pipe Dreams

Dream becomes goal quote by Bo BennettI am a big fan of goals.

  • They give you something to aim for.
  • They provide focus.
  • They are the foundation of any great time management system.
  • They are necessary for any company that wants success, and highly recommended for anyone who wants to achieve success in almost anything, personal or career oriented.

A goal without a plan, that is actionable, has timelines and is realistic, is just a dream.  Martin Luther King Jr famously said, “I have a dream!”  The thing is that his dream also had a plan … he was working to make his dream a reality!

If you have ever looked at business plans from early stage companies there is a trend among some percentage of them to have a growth goal that looks like a hockey stick (very slow growth now followed by exponential growth in the future) .  Invariably the “business plan” will cite statistics for the size of the world-wide market and a comment that suggests if the company just takes 3% of the worldwide market they will achieve their targets.  THAT is not a plan … THAT is a dream (or a wish).

One of my personal favorite pipe dreams is the “If we just grow by 10% per year for the next 7 years we will double in size.”  That is a goal, not a plan.  The plan is needed to show the path to get that 10% growth each year, and will likely include multiple means to achieve the growth.

So … if you have a goal (or dream) then you have a good starting point.

The very next step is to lay out a plan that will get you to that goal.

  • It needs to be measurable.
  • It needs to be actionable.
  • It needs to be doable … even if it is a stretch.
  • It needs be tracked.
  • It needs to be reviewed periodically.
  • It needs to be flexible so that as situations change, then the plan can change.
  • I would suggest getting help developing the plan, and also help holding you accountable to the plan.
  • I would suggest having milestone goals along the way, that will demonstrate your progress.
  • I would suggest celebrating wins as you go, to stay motivated.
  • You might also want to stretch your goal as you get closer … because success breed more success!

“A goal without a plan is just a wish.” Antoine de Saint-Exupery

Silence is Not Always Golden!

communication quote  by John PowellCommunication is more a science than an art.  There are guidelines and even rules that can govern communication which we can use to train people, yet it remains one of the most frustrating aspects of people’s modus operandi!

One of the most frustrating communication traits is when there is silence, when there should be some form of communication.  You know what I mean … that contractor who was going to build your back yard deck was supposed to start last Monday, but he didn’t show and he won’t return your calls.

You were expecting to hear from that relative visiting from abroad, and you don’t know if they are going to show up.

You were expecting an update on a project that is late, but have received nothing.

You applied for a job and you don’t even know if your resume was received, because the recruiter hasn’t even acknowledged your application.

There are many, many such situations.

Invariably, when (if) communication does happen it will begin with, “I had nothing to tell…” or “I was waiting for news to give you…” or “I assumed…”

“Silence is a text easy to misread.”  A. A. Attanasio

We all know that “silence” can be deafening when we are expecting news, but somehow we don’t always translate that into what other people are feeling!

Here are a few thoughts on the subject …

  1. Most times more communication is better than less communication.  (That does not include talking instead of listening.)
  2. It is OK to communicate the fact that there is nothing to report.
  3. Try to put yourself in the shoes of people who might expect to hear from you.
  4. Poor communication erodes relationships as much as anything.
  5. When you don’t communicate at all, the person at the other end will make assumptions that you might not want them to make!

Great communicators are thoughtful, not only in the messages they deliver, but also in when they deliver them.

“Communication is a skill that you can learn.  It’s like riding a bicycle or typing.  If you’re willing to work at it, you can rapidly improve the quality of every part of your life.”  Brian Tracy
Having said all of the above, there are absolutely many times when silence is preferable to words … just not when people are waiting anxiously for an update!

Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Board!
Have you tried Eagle’s (very cost effective) Virtual Recruiter service?

Happiness is a State of Mind … Choose to be Happy!

Make the right choices to be happy. quote from Francesca ReislerEvents will happen in all of our lives … but it is our reaction to those events that will determine how they affect us.

It is easier in the business context to keep things in perspective, but the same principles can apply in our personal lives too.

One business example might be losing a key client, which is a big deal … it stings, it affects financial performance, it affects people’s incomes and it might even affect people’s jobs.  That is no small matter, but if we allow that “event” to send us into a tailspin we will only hurt ourselves more.  We need to apply logic to the situation and downplay the emotions.

Some years ago we lost a big client, and it was a big deal.  The immediate reaction was disbelief, then anger, which quickly morphed into concern for the company’s well being.  Emotions are a fact of life, and we are all prone to getting emotional to varying degrees.  As CEO my job was to get past the emotion as quickly as possible, and start to assess the impact, learn some lessons from the situation and develop a plan to move forward and keep everyone focused on the many positive aspects of our business.

We drank champagne to celebrate the departure of a client that was significantly demanding and who regularly had caused us indigestion and got down to plotting the next steps for our company.  It wasn’t the “end of the world”, we grew from the experience and life was good.

Happiness quote from Ekhart TolleWe all have situations that we need to deal with, so here is my advice … whether it is a business problem or a personal problem.  Here are 10 tips based on my own life experiences:

1.  Deal with your problems, don’t hope they go away.

2.  Small things can seem bigger than they actually are because your brain blows them out of proportion, especially if you “brood” rather than talk.  Talk!  Truly understand the “problem”.  Talk it out with those involved.

3.  Don’t let emotions govern your actions.  Yes, get mad.  Yes, get sad.  BUT make sure anything you do is based on facts, and a thoughtful review of the situation.  Talk … and talk some more.

4.  Lean on your friends and mentors.

5.  Balance the negative impact of this situation with all the positives in your life.  You should have a list somewhere of all the things that make you smile, all the things in your life for which you are grateful.  Review it often!

6.  Try to avoid the negative influencers in your life.  The last thing you need is someone “winding you up” about the situation.  What you really need is people that are level headed, willing to offer balanced advice and who will not inflame your emotions.

7.  Try to distract yourself so that you are not thinking about the problem 24/7.  A classic example is a marital problem, perhaps even a divorce.  Try to keep your work as a place that you can forget (as much as possible) about your woes at home.  By focusing on doing a great job you can give your mind a rest from its worries.

8.  Try to associate with as many positive, “glass half full” people as possible.  A positive attitude is contagious.

9.  When you truly understand all aspects of your “problem”, and have the emotions “under control” take time to think through all of the possible solutions, or next steps.  Get help with this.

10.  Sometimes we need to talk to professionals to get things in perspective.  Everybody has an opinion, and they are not always helpful.  A trained professional will provide balanced and unbiased advice.

Life is short … don’t get consumed by the tough situations and certainly don’t waste your life worrying about the things that might happen.  Choose to focus on the good, to deal with issues and to be happy!

Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Board!
Have you tried Eagle’s (very cost effective) Virtual Recruiter service?

What IS The Comfort Zone … 10 Thoughts?

Einstein quote about mistakes and trying new thingsYou will see all kinds of articles, quotes and advice about “getting outside your comfort zone” and I have certainly written my fair share.  Certainly I see that a lot of people “get it” but there are also many who either don’t see the value, or don’t think they should bother.

So … I thought I would try to demystify these references to the comfort zone.

1.  The comfort zone is a comfortable place.  We are in familiar territory, we do the same kinds of things day in day out.  We deal with the same people, using basically the same processes and don’t try to do anything differently.

There are good reasons to be here.  It is lower stress.  It requires less “thinking”, and creates less errors … because we learn to do the same things over and over again so we get them right!

2.  Getting out of the comfort zone is not for everybody.  Some people would be very stressed out.  They would probably be paralysed by fear or uncertainty if they were forced to change the way they do things.

3.  Our world changes around us all the time.  The mobile phone was not around when I started my career … so the world forces change on us.  It is always better if we can be the ones driving change rather than having it happen to us!  That is what happened to dinosaurs and “buggy whip” manufacturers!

picture showing a circle representing "the comfort zone" with the larger area being "where all the good stuff happens"4.  For the right people change is exhilarating, or at least stimulating, which helps life to be more interesting.

5.  People that want to have successful careers need to be people willing to make changes … rather than have change happen to them.

6.  Change happens as much in our personal lives as it does at work, so a willingness to get outside the comfort zone can be very beneficial in all areas of our lives.  Getting out doing new things can result in new skills, meeting new people and open up new opportunities.

7.  Change, or a venture outside the comfort zone, does not have to be big.  It can start small.  As we get comfortable with small changes, then we can try a little more.  It is similar to learning to swim … start with short distances in the shallow end of the pool.  Ultimately you might swim across the lake, or at a minimum have fun jumping off the dock with your friends!

8.  We grow our muscles by working them hard.  We increase our knowledge by learning.  We grow our life skills by trying new things.

9.  A comfortable place is often a great place to be … but sometimes it is just boring.  Change brings some hassles, but the rewards can be many!

10.  I would sooner get to the end of my life and regret the things I did, rather than the things I never tried.

“Twenty years from now you will more disappointed by the things you didn’t do than by the things you did do.  So throw off the bowlines.  Sail away from the safe harbor.  Catch the trade winds in your sails.  Explore.  Dream.  Discover.”  Mark Twain

Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Board!
Have you tried Eagle’s (very cost effective) Virtual Recruiter service?

The Value in Attending Good Conferences

FEI Canada logoLast week I spent a couple of days at the annual FEI (Financial Executives International) conference in Winnipeg.  While I do not have a financial background myself, Eagle does provide our clients with finance and accounting talent, so the participants were potential clients for Eagle.

Heading to the conference I had a number of goals,

1.  Learn.  In particular what was interesting to my potential client base, understand what challenges they were facing and soak up some of the content.  (I was not disappointed)

2.  Network.  That does not mean bending people’s ears about Eagle, but rather building relationships, bringing value where I could and investing time in new people.  People were friendly and fun so this was just great.

3.  Fun.  There were some fun events, a gala evening at the Museum of Human Rights which was a spectacular venue with the added bonus of Gail Asper providing insight into the journey to get the museum built!  Good food, good wine, good company and and excellent venue … mission accomplished!

I did not have a goal to come away with new clients, or new orders.  I know that when I am attending an event and I get targeted by salespeople it makes me uncomfortable, which is not a great way to start any relationship.  I don’t think it does any supplier much good to use conferences as a “target rich hunting ground”!

I feel pretty good that I met some interesting people, exchanged cards and swapped stories with many of them.  I had fun at the gala event, enjoyed the company of some new friends and found the conference content to be excellent.

Cenovus logoThe first keynote speaker was Brian Ferguson, CEO of Cenovus Energy and a very engaging speaker.  His background is Finance so I was interested to see a former CFO make the CEO role, which I think appears to be a growing trend.  He talked about the kinds of challenges he faces, including the recent drop in oil prices that caused a 50% reduction in revenues!  Brian talked about leveraging his financial background, about having a great team and about having a passion for what you do.  He also talked about the importance of giving back … something near and dear to me too.  It was an interesting insight into the work day of  guy running a multi billion dollar corporation … and he still has his feet on the ground.  I like that!

Suncor logoThere was an interesting panel of CFOs with Don Selman (Richardsons), Janice Fukakusa (Royal Bank) and Alistair Cowan (Suncor) moderated by Bruce Waterman (a retired CFO who sits on several high profile boards).  This panel talked  lot about the role of the CFO today.  There was discussion about the differences between private companies and publicly traded companies (Richardson being a private company).  While there are some obvious differences (whose money is being spent) the structure and governance is remarkably similar.  There was talks about accessing capital, risk appetite and the impact of technology.  There was also a discussion around communication, so I was a little disappointed to find out none of the panel are active on social media!  (Room for improvement?)

I attended an interesting presentation about multi generational workplaces, with an emphasis on the millennials.  I have seen much of the content previously, but it was still an interesting session and the speaker from Morneau Shepell was very good.

There was an interesting session on social media and it was interesting to see IBM’s CFO on the panel, (good job Xerxes Cooper) when the other panelists were more technical.  The bottom line was social media is a great communication tool, internally and externally … it can be used to manage your brand (or your brand will be managed for you) and is one way to get employee engagement.

Canadian council aboriginal businessThe surprise session of the conference for me was “Doing Business with the Aboriginal Community”.  I really did not know what to expect, but the session was both interesting and thought provoking.  Aboriginal businesses will make up a large part of Canada’s GDP in the coming years!  There is an under utilised workforce waiting to be engaged and an influx of education and some investment could produce a great return … especially when you consider all of the work that gets outsourced abroad today.  I will personally be following up with Joe Dion (CEO Frog Lake Energy Resources) and JP Gladu (CEO Council of Aboriginal Businesses) both very articulate, successful representatives of a great opportunity!

I attended the obligatory Economic Outlook with economists Dawn Desjardins (Royal Bank, despite having the same name as another bank) and Todd Hirsch (Alberta Treasury Branch).  They took out their crystal balls and talked about (a) energy prices, with a focus on Alberta, (b) house prices with a focus across the country, (c) politics with a focus on Alberta and (d) inflation.  They talked about growth sectors and sectors of concern all in relation to Canada’s economic outlook.  Generally they were cautiously optimistic … that’s the shortened version!

We wrapped up the conference with a high energy motivational speaker and author of the book Nine Minutes on Monday, James Robbins.  As a big Time Management guy I’m always up for new productivity ideas and was intrigued by Jim’s ideas and thoughts … so I left with a copy of the book!

This is a long review of the conference … but my intention is to demonstrate that the right conference can bring a lot of value for a reasonable cost.  I think I ticked all the boxes and received a ton of value from this conference.  I also made some new friends … which is always valuable, whether business flows or not!

I would certainly encourage any financial executive in Canada to sign up for the Montreal conference next year.  Hope to see you there!

Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Centre!
Gain a competitive edge!  Join Eagle’s Executive Consulting Network!
Have you tried Eagle’s (very cost effective) VirtualRecruiter service?

Salespeople and the Comfort Zone

Take care of your customers Bob Hooey quoteIt is very easy for salespeople to get in a groove.

When things are going well, the clients are happy and quotas are being met.

When the client relationships are good, you seem to be getting more than your share of the business.

That is exactly when, as salespeople, we need to be worrying about “complacency”.  It is just too easy to slip into a comfort zone and keep doing what we have been doing, expecting with some good reasoning that the same results will keep coming.

Why would we do anything different?

It is hard to change.

Why mess with something that is working?

Well here are a few reasons that you should think about:

1.  There is a shift in the economy that impacts your clients, and it can happen very quickly.  Suddenly budgets are being cut, suppliers who are not canned are squeezed and generally the world is no longer looking rosy!

2.  A new boss arrives at your client.  Maybe they have preferred relationships from their previous role, maybe they just want to change things up but before you know it things have changed.  You might get to re-compete the business or you might just be “outa there”!

3.  Your key contact at the client moves role, quits, retires or otherwise moves out of the role of decision maker.  Perhaps the new person prefers another supplier, or just doesn’t know you.  Either way your position just changed for the worse in a hurry.

4.  Maybe your company messes up, and the client decides to find another supplier.

5.  Maybe your client company gets bought.

There are lots of things that can go wrong in sales … so there is never a time to be in the comfort zone.

Some thoughts for all salespeople:

1.  Yes, celebrate your wins … just don’t take long because you have work to do!

2.  The comfort zone is one of the most dangerous places you can be.

3.  You can never have enough contacts … get out and meet people.

4.  You need to diversify your contacts in all of your client accounts.  Never be dependent upon one person.

5.  You need to diversify your accounts so that you are not too dependent upon one account.  (Sometimes with very large accounts this might mean having business with multiple departments within the client account).

6.  Business intelligence is very important, so when chatting with your key contacts about the baseball game, their golf handicap or all those other important things don’t forget to ask about the business!  What is new?  What is happening?  Who else could you meet?  Any rumors circulating? etc

7.  Don’t forget to be nice to the people who pay your bills, the people who write your contracts, the admin assistants who you deal with and all those other people who can affect your success in an account.  I’ve seen more than one salesperson undone by ignoring the important people they referred to as “the little people”!

8.  If you are tempted to cut your day short because your client meeting was at 3pm out near your home remember that your competition are working.

9.  To be successful you need to use your time wisely, so invest in yourself.  Take sales courses, practice great time management and bring value to your clients with your knowledge.

10.  Always keep your sales momentum going … because if you lose momentum it becomes so much harder to get it back.  (If you have been there you will know what I mean.)



Networking With Like-Minded People

-You can have everything in life thatFor many people the thought of networking is almost as bad as asking them to speak in public.  For others it is just all too much hassle, they just don’t want to bother?

If you define networking as meeting new people and establishing a rapport with those of interest then there are many excellent reasons to make the effort.

1.  Many people have met very good friends, and even their life partner, through networking events.

2.  Many a business partnership has grown from a chance meeting at some event or other.

3.  We can learn a lot from others, most especially people who are outside our own network.

4.  Getting outside our comfort zone by networking makes us more capable to get outside our comfort zone in other areas of our life.

5.  We meet interesting people and start new relationships!

For those of you looking for ways to make it easier, here are a few thoughts.

1.  Network with people who you already have something in common with.  For example Alumni groups have their school or former employer in common; industry association meetings have a common industry in common etc.

2.  Look for a second thing in common.  You could persuade organisers to have an area of the name badge indicate 3 areas of interest that could be personal or related to the event.  I went to a conference for business owners that ride motorcycles … having two common interests from the outset made conversation and camaraderie very easy.

3.  Don’t think of it as networking, it is just talking to people.  Don’t go with the intent of getting something, go prepared to give some knowledge, some advice or just a friendly smile.

4.  Be prepared before you go.  Think about good questions you might ask that would be relevant to the kind of people attending.

5.  Be brave, jump in the deep end even though it is uncomfortable.  Getting out of your comfort zone is good for you, and doing it at a networking event is low risk.  Most of the people there are feeling much the same as you.

“If you want to go fast, go alone.  If you want to go far, go with others.”  African proverb.

Expanding your contacts is just a start to building relationships, and we can never tell where those relationships will go.  We do know that without relationships is a lonely place to be!

Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Centre!
Gain a competitive edge!  Join Eagle’s Executive Consulting Network!
Have you tried Eagle’s (very cost effective) VirtualRecruiter service?

Use Productive Mini-Breaks to Improve Your Productivity

Time quote How often are you swamped with urgent. “must do” tasks that absolutely consume your day?

I’m going to go out on a limb and suggest that happens to a lot of people.

The work needs to get done, so you put your head down and do it.

One problem is that other important tasks slip … some of which will be come urgent in time.

If you are in sales that might mean you are not setting up appointments with clients, not doing customer service calls or otherwise hurting your reputation and your pipeline.

IF you commit to taking 5 minutes every hour and knocking off one of your quicker, important tasks then you can significantly increase your productivity!

Here is how it might work for a salesperson.

1.  Have an up to date To Do list … a critical item for any good time management practices.

2.  Identify the quick hit, important tasks.  Setting up meetings; returning client calls; customer service calls; prospect calls.

3.  Block off 5 minutes each hour in your calendar, and set up an alert.

4.  When the alert goes, stop work on the large task …. proposal work, reporting, billing or any other time consuming task … and give 100% focus for 5 minutes to knocking off some quick hits.

At the end of the day you should have 6 or 7 of those small, but important tasks crossed off your list.

Some of the benefits:

1.  It ALWAYS feels good to cross tasks off the To Do list.

2.  You will have created momentum with your quick hit tasks that will be apparent as soon as you finish the big task.

3.  You will have meetings already in your calendar that would not be there if you had not done this.

4.  Very likely the large task will take no longer, because the breaks allow you to be more productive when you go back to the task.

5.  Your To Do list will not feel like a mountain to climb because you have been chipping away at it.

This little trick will help you to be more productive and in sales that typically affects your earnings!

PS.  This trick will work in most professions, because it is difficult to stay 100% focused on one task for hours at a time, the mini-breaks are used productively rather than chatting with a colleague!

Kevin Dee is CEO of Eagle (a Professional Staffing Company)
Want to know where Canada’s hot jobs are?   Visit the Eagle Job Centre!
Gain a competitive edge!  Join Eagle’s Executive Consulting Network!
Have you tried Eagle’s (very cost effective) VirtualRecruiter service?