How Top Salespeople Spend Their Time [Do these to earn $1M /year]

do you know the biggest difference between a 100K a year earner versus a million dollar year earner how they spend their time in this video I'm going to break down exactly where the top one percent of incomers spend their time and the reality is that we all have the same 24 hours in the day we can't create more time we can only focus our energy and efforts in what we do and I find that most top performers simply focused a majority of their week on ipas income producing activities these are specific activities that will drive

more income either now or in the future I like to break down the four simple things number one increasing pipeline this is simply do the things that add opportunities to your pipeline for instance as cold calling cold emailing social selling running Discovery calls ETC number two progressing pipeline this is simply moving deals forward in your pipeline towards close for instance that's doing demos meeting other key stakeholders do improve of Concepts follow means move things forward Etc or number three closing pipeline this is simply closing deals for instance that's closing call negotiating working legal teams Etc

and then last but not least number four increasing High leverage skills this is increasing your skills so your value per hour increases for instance if you make a hundred thousand dollars a year that's about 48 an hour based on a 40 hour work week if you increase your skills so you make 250 000 a year now your time is worth 121 an hour if you make a million dollars a year then it's close to 500 an hour it's increasing High leverage skills like sales influence copyright leadership Etc this will pay you future dividends now these

four pillars of income boost activities is key to announcing the majority of your week doing these things like picture if ninety percent of your week was now focused on the increase in pipeline progressing pipeline closing Pipeline and increasing High leverage skills what type of insane results would you have after 90 days of execution how about after one year of execution and this is simply what top performers do they eliminate as much as they can of non ipas out of the routine and they swap it with ipas now it may seem overwhelming to do so let

me break it down step by step exactly what to do first you want to do a Time audit this is going through a week or two and literally writing out exactly what you're doing every 15 to 30 minutes for an entire Work Week be brutally honest and write it down you can also do this in a simple Google sheet or Excel doc this will give you massive awareness to where your time is getting pulled for instance I recently did this for two full weeks for myself and even though I feel like I'm pretty disciplined and

I time block even with a timer I found myself getting distracted from core ipas as an entrepreneur I was getting pulled by slack notifications email the instacart delivery guy Etc and it may not seem like much but those minutes app really fast and when you're adding context switching between tasks focus is lost which means productive High leverage output actually goes down now second after the time audit right four categories based on how you'd organize your time and Associate it with a dollar value that aligns to you in what you earn or want to earn for

instance here are mine first our tasks that waste time that need to be a limited value negative 200 an hour this is stuff like aimlessly scrolling social media watching garbage reality shows Etc this produces no Revenue the second low-level admin tasks that need to be eliminated automated delegated value 20 an hour this is stuff like replying on slack approving content polling reports Etc this also produces no Revenue the third are mid-level tasks that need to be delegated value 200 an hour this is stuff that is important and generates income but in order to delegate it

out it has to be to a higher skilled employee this is stuff like coaching and leading the team running sales calls Etc these are some of my ipas as a business owner and the fourth one is Zona genius tasks value two thousand dollars an hour this is a stuff that generates income now and in the future at a massive scale so for me this requires heavy Depot such as writing powerful copy recording video sales letters building out future products attending Mass mine seminars getting coached by my coach Etc this is basically future ipas and you

want to have your version of these with dollar amounts that make sense to you and your role that could be negative 200 for time wasting tasks twenty dollars for admin tasks 50 for key ipas and a hundred dollars an hour for increasing High leverage skills it just needs a line to you now third now go back to your time audit tracker and for every single hour put in there what category it would be in add each category up and see what percent of the week was spent in each category you may be absolutely horrified to

see where your time is getting spent when you actually track it but this is really powerful because now you have data and you can start making changes in your routine and you're focused ensure your executing ipas and your highest value tasks in your week for instance I've had this for two weeks I realized 38.1 percent of my week was in the 2000 hour category solid the goal move this number up 26.8 percent of my week was in the 200 an hour category I need to reduce this down and delegate this out and the remaining 35.1

percent of my week was in the 20 an hour category this completely surprised me that was this high this means that over 35 percent of the time over a third of my week I'm doing low level 20 hour tasks instead of doing two thousand dollar hour tasks which means every hour I choose to do a 20 hour task it's actually costing me the opportunity to do a two thousand dollar an hour task so if I spent 14 hours of doing these 20 hour tasks it's actually costing me twenty eight thousand dollars a week that's painful

it's like I'm stepping over a hundred dollar bill to pick up a one dollar bill it was literally me saying yes to something stupid and saying no to something that's actually smart business it was a slap in the face because I personally know time is greater than money I know I can always get more more money but I can't get more time it reminds me very much of the time when I was a salesperson and I hired a lawn care guy to come mow my lawn for 15 an hour because my time was better spent

doing ipas and I was making 500 to a thousand dollars or more in Commission in that same time it's why I personally invest in Mastermind the coaching programs because they saved me the trial era of time that I know can cost me far more in opportunity costs and regret now the fourth and last step of getting your weak dial and to be focused 90 Plus on ipas is to take action and to fix them so first eliminate the time wasters that cost you money whatever waste your time get rid of it next the low level

admin tasks see what you can eliminate automate and delegate then the mid-level and zone of Genius task these are your highest IPA tests simply block them out on your calendar and execute now I get it nobody's perfect we're only human but if you could shoot towards 90 of your week in ipas you're gonna see insane results but here's the other cool part let's just say after your time audit you realize only only fifty percent of your week has been income producing activities so even if you improve up to 60 to 65 percent you are still

so far everyone else because you're actually improving and you can keep on improving so that's why I was glad I did the exercise and I realized over a third of my week I need to delegate so literally right after I did this I post a job requisition for an executive assistant and the reality is I guarantee there are professional EAS out there who can do all the other things that I was doing and I know they could do it far better and more efficiently than me which then will create more of my time to focus

on my zones of Genius I'll also be happier and our business results will be a side effect as a result now for you think about how you currently run your weeks what percent of your week's income producing activities now I've seen some crazy Salesforce reports from this reps who have stayed about 50 of their week gets wasted on admin and low level tasks now don't be fooled though the top reps do get pulled towards that admin as well but they realize this and just focus on ensuring as much of their weakness with ipas because at

the end of the day they know their number one API to deliver on is results results lead to commissions commissions lead to choice and Financial Freedom now if you want to learn how to get better results on the phone and Juice your pipeline key IPA I'll see you next video right here