As I work on my next book I'm thinking of the #1 secret of a top sales pro. It isn't selling techniques, or even the lead-generation systems that I teach ... it's being accountable to yourself and not wasting time. It's about spending your productive hours on things that matter, things that get results.
When I started out, I was too concerned about having a nice office and high-end accessories on my desk, feeling like a big shot, etc. What I failed to realize back then was that having a nice banker's lamp on my desk wasn't going to help me sell. In fact, focusing on those things was a waste of time. Now I'm not advising you to work in a dump; however you need to focus your time on activities that get results, and nothing else.
Top sales pros keep to themselves and don't mingle with the amateurs in the office because they are so focused. They come in to do a job, and they do it - well - and don't waste time on anything else. That's the #1 reason they're on top. They stay focused on selling and don't waste time on anything else.
We all know that cold calling is a waste of time, but as you go through your day, analyze everything you're doing and decide if it's a waste of time or not. If it is, drop it, and do something that will get results.