More Sales, Less Time

About the Author

Jill Konrath is an internationally recognized sales strategist and thought leader, known for her relentless pursuit of fresh strategies to succeed in the fast-paced world of sales. Her career spans consulting roles with major corporations like IBM, GE, Microsoft, and Wells Fargo. Konrath is also a prolific author, having penned several best-selling, award-winning books. Her latest book, More Sales, Less Time, is a testament to her innovative thinking, blending cutting-edge behavioral research with her extensive sales knowledge to help sales professionals thrive in today's distraction-filled environment.

Main Idea

In More Sales, Less Time, Jill Konrath addresses the unique challenges faced by sales professionals in the "Age of Distraction." She provides strategies to eliminate distractions, improve focus, and enhance productivity, ultimately enabling salespeople to achieve more in less time. The book emphasizes the importance of strategic thinking, efficient work systems, and a proactive mindset to navigate the complexities of modern sales environments.

Table of Contents

1. Introduction
2. Accept the Challenge
3. Recover Lost Time
4. Get More Done
5. Make It Easier
6. Add the Secret Sauce
7. Accelerate Sales
8. Conclusion

Introduction

To excel in sales today, one must be more than just productive; one needs to be a strategic thinker, savvy and insightful, bringing value to every interaction with prospects and clients. Konrath highlights the detrimental effects of our always-on, distraction-filled work life on our ability to think deeply, prioritize effectively, and solve complex problems. "Being productive isn’t just about getting more done in less time—it’s also about getting the right things done and doing them better," she asserts.

Accept the Challenge

Crazy Busy

Today's sales professionals are overwhelmed by endless tasks: emails, calls, meetings, and more. This constant busyness, while making us feel important, also leaves us exhausted and stressed. Konrath points out that many of us are working more hours than ever but achieving less, as excessive work hours lead to diminishing returns on productivity.

"John Pencavel, Stanford economist, found that people’s productivity dropped sharply after 50 hours per week and fell off the cliff after 55 hours," she notes.

Age of Distraction

Sales today is a thinking profession, requiring deep focus and strategic thought. However, our digital devices and constant connectivity disrupt our thinking processes. Konrath explains how the primitive part of our brain, the amygdala, constantly seeks new stimuli, leading to a cycle of distraction and superficial engagement.

"Our always-on, distraction-filled work life hurts the quality of our thinking." - Jill Konrath

Salespeople need to recognize the effects of this distraction-filled environment on their ability to perform effectively. The constant barrage of emails, social media updates, and other digital interruptions hijack our attention, making it harder to focus on high-value tasks.

• Distractions reduce our ability to think deeply and creatively.
• Constant interruptions lead to superficial engagement with tasks.
• Our brain rewards us with dopamine for engaging in distracting activities, making it harder to resist them.

Konrath emphasizes the need to regain control over our attention and work environment to enhance our productivity and effectiveness in sales.