WCS Podcast 09 - Managing Time Effectively
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[00:00:05] Grace: Welcome to the next episode of our Track Selling podcast series. I'm Grace, stepping in for Will.
[00:00:12] Grace: In our last episode, we explored how clear goals create direction. But today, we’re turning to what it takes to follow through — how top salespeople structure their time for real results. Roy Chitwood believed time management is the foundation of professional success, and in this episode, Jason and Marissa will break down his proven strategies to help you take control of your day — and your outcomes.
[00:00:38] Jason: In our last episode, we focused on setting goals, but even the best goals won't matter if you don't manage your time effectively. Time is the one resource we truly control, and how we use it defines our success. In this episode, we'll take a closer look at time management through the lens of Roy Chitwood's wisdom. Marissa?
[00:01:00] Marissa: We've all had those days, haven't we? Especially in sales. You feel like you're running flat out putting out fires, just constantly busy.
[00:01:07] Jason: Mm-hmm.
[00:01:08] Marissa: But then you look back and think. Well, what did I actually achieve? What moved forward?
[00:01:13] Jason: Right? And you see others who just seem to get so much more done in the same 24 hours. Makes you wonder.
[00:01:18] Marissa: It really does.
[00:01:19] Jason: And you know, that's really what our source material today from Roy Chitwood's World Class Selling gets into. It's this idea that a great career is built on great days.
[00:01:30] Marissa: Okay.
[00:01:30] Jason: And great days don't just happen by accident. They depend on managing your time effectively, not just reacting to whatever comes up.
[00:01:38] Marissa: Exactly. So that's what we're jumping into today. Not just generic tips, but really practical strategies from Chitwood on how you can make the most of your professional time.
[00:01:47] Jason: And Chitwood puts planning right at the very center of this. He calls it the, uh, the hub of his Wheel of Activity. It's not just a nice to have, it's fundamental.
[00:01:55] Marissa: The hub. Okay. So what does that look like in practice? It's more than just a quick to-do list, I'm guessing.
[00:02:01] Jason: Oh, absolutely. Chitwood talking about comprehensive planning. It means really thinking through your activities, setting genuine priorities, and then consciously deciding, where your time goes.
[00:02:11] Marissa: Like mapping out sales calls.
[00:02:13] Jason: Exactly that. Planning your route so you're not wasting hours driving back and forth, but actually maximizing that time in front of clients or prospects. That's tangible planning.
[00:02:23] Marissa: Yeah, that makes perfect sense. You free up time for what really counts.
[00:02:26] Jason: Precisely. And Chitwood tells this fantastic story. The $25,000 lesson. It involved a steel company executive.
[00:02:33] Marissa: Okay.
[00:02:34] Jason: This guy felt he knew how to run his business, knew the operations, but he was struggling to actually get the important stuff done. Execution was the problem.
[00:02:42] Marissa: 25 grand for advice. Wow. Okay. I need to hear this. What was the secret sauce? Some complex system.
[00:02:49] Jason: You'd be surprised. It was incredibly simple. Almost deceptively so, but powerful. The expert gave him just three things to do.
[00:02:56] Marissa: All right?
[00:02:57] Jason: First, every evening, write down the six most important things you need to do tomorrow for business growth. And crucially, put them in order of importance.
[00:03:05] Marissa: Okay, prioritize Makes sense.
[00:03:07] Jason: Second, the next day, start with number one. And stay on number one until it is completely finished. Only then move to number two, and so on.
[00:03:16] Marissa: Total focus. No multitasking on the big stuff.
[00:03:19] Jason: Exactly. And the third point was the underlying principle. Always work on the things that are most important for actually building the company. Focus your energy there.
[00:03:28] Marissa: That sounds simple. But I can see how powerful that focus would be. The executive must have felt it was worth the money.
[00:03:34] Jason: He certainly did. Yeah. It highlights that it's not always about complexity, it's about discipline and focusing on what truly moves the needle. Right? And building on that idea of focus planning, Chitwood introduces his framework, the Wheel of Activity. It's a way to ensure you're covering all the essential bases as a professional.
[00:03:52] Marissa: Okay. The Wheel of Activity, let's break that down. What's the first part? The first spoke?
[00:03:56] Jason: The first spoke is prospecting. This is the lifeblood, right? Continuously finding and reaching out to potential new customers. Chitwood calls it the salesperson's goldmine.
[00:04:06] Marissa: Gold mine. Okay, but let's be honest, it's often the part people like least.
[00:04:10] Jason: Oh, definitely. It could be tough facing rejection. The cold outreach. It takes resilience.
[00:04:16] Marissa: Yeah.
[00:04:16] Jason: But Chitwood is very clear. No prospecting, eventually no sales. He even shares his own story from selling life insurance, making 40 cold calls a day,
[00:04:26] Marissa: 40 a day. Wow!
[00:04:28] Jason: He said he hated it, felt anxious, but it built the necessary habit. And importantly, he stresses that even prospecting isn't just about numbers, it's about looking for ways to serve, to understand if you can help the prospect.
[00:04:40] Marissa: So shifting from just making contact to seeking understanding. Got it. What's the next spoke after prospecting?
[00:04:47] Jason: That leads naturally into selling. Yeah. You've got prospects now you need to follow up, engage directly, and well sell. This means dedicating specific time for those sales activities.
[00:04:57] Marissa: Right. You can't just squeeze it in whenever.
[00:04:58] Jason: Exactly. Yeah. Chitwood talks about identifying your golden hours. Yeah. What are your prospects actually available and most likely to talk business
[00:05:05] Marissa: Golden hours. I like that. So it varies depending on who you're selling to.
[00:05:09] Jason: Precisely if it's life insurance, like in his example, evenings might be best when couples are home. If it's B2B, it's probably standard business hours. The key is scheduling those less productive, maybe administrative tasks outside of those prime selling times.
[00:05:25] Marissa: Protect the golden hours.
[00:05:27] Jason: Yes, and remember selling for Chitwood always comes back to answering that core question for the prospect. What's in it for me? Demonstrating value.
[00:05:35] Marissa: Absolutely crucial. Okay. Spoke number three.
[00:05:38] Jason: Service. Taking care of the customers you already have. Chitwood has a great line. If you don't forget your customers, they won't forget you.
[00:05:44] Marissa: Ah, that's good. It's about the long game building loyalty.
[00:05:47] Jason: Exactly. Good service. Keeps customers happy, leads to repeat business, and importantly generates referrals. It requires effort, though. How so? He suggests actually scheduling follow-up service calls right into your calendar after you make a sale. Don't just hope you'll remember.
[00:06:04] Marissa: Proactive follow-up.
[00:06:05] Jason: Yes. A quick check-in maintains rapport. You might uncover new needs they have maybe introduce a new product or service. It keeps the relationship alive and productive.
[00:06:14] Marissa: That makes a lot of sense. Investing in the relationship pays off. Okay. What's spoke number four? This one feels important for just staying sane.
[00:06:23] Jason: It really is. Personal time. Chitwood is adamant this isn't optional. It's essential for recharging your batteries, avoiding burnout. He calls it re-creation.
[00:06:34] Marissa: Re-creation, not just recreation. I like that distinction.
[00:06:37] Jason: Yeah, because if you're running on empty, how effective can you really be in prospecting, selling, or anything else? Sure. So planning, personal time for family, hobbies, exercise, whatever recharges you, allows you to actually enjoy it without guilt. It boosts your energy, your enthusiasm, when you are working.
[00:06:55] Marissa: As opposed to just grabbing moments here and there and feeling like you should be working.
[00:06:58] Jason: Right. Scheduling it makes it real, makes it a priority. It's vital for vitality and growth.
[00:07:03] Marissa: We could probably all do a better job of that. Okay. The fifth and final spoke on the wheel.
[00:07:06] Jason: Study. Continuous learning. Chitwood says, "School's never out for the professional." The world changes fast, you have to keep up.
[00:07:14] Marissa: So staying updated on your industry trends, maybe new skills.
[00:07:18] Jason: Exactly. Reading trade journals, understanding current facts and figures. Maybe taking courses. Being well informed makes you much more valuable and credible in conversations with prospects and clients.
[00:07:29] Marissa: Constantly sharpening the saw, as they say.
[00:07:32] Jason: And it doesn't have to be huge chunks of time. Chitwood points out that even 15 minutes of focus study a day adds up significantly, maybe 18 books read in a year, he calculates.
[00:07:43] Marissa: Allow 15 minutes, makes that much difference.
[00:07:45] Jason: It compounds the key like everything else is planning it in and protecting that time. And he includes preparing for specific sales presentations under this study category too.
[00:07:56] Marissa: Okay, so the whole wheel: prospecting, selling, service, personal and study needs attention. But uh, let's talk about the elephant in the room. Procrastination, that urge to put off the stuff we don't like.
[00:08:08] Jason: Yeah, it's human nature, isn't it? Chitwood acknowledges it but really drives home the cost. Time is the one resource you can't get back. Once it's gone, it's gone.
[00:08:17] Marissa: And we often procrastinate on the important but maybe less enjoyable things like prospecting.
[00:08:22] Jason: Often, yes. But the message is that all five of these activities are vital. I. Top professionals, Chitwood argues, build the habit of doing what's necessary, whether they feel like it or not.
[00:08:33] Marissa: Forming success habits, how do you do that, according to him?
[00:08:37] Jason: He gives a few steps. First, really understand why doing that dislike task helps you reach your bigger goals. Connect it to the payoff.
[00:08:45] Marissa: Okay. Find the motivation.
[00:08:47] Jason: Second, prioritize it properly. Third, block out specific time for it, schedule it. And fourth, this is a good one. Reward yourself when you actually do it.
[00:08:56] Marissa: Ah, positive reinforcement. That makes sense. Helps break the procrastination cycle.
[00:09:00] Jason: It can. Yeah. It's about disciplined use of time, leading to greater effectiveness, not just being busy.
[00:09:06] Marissa: So it's about being strategic, making conscious choices.
[00:09:09] Jason: Absolutely. And Chitwood uses this brilliant analogy to drive the point home. He talks about a simple bar of steel.
[00:09:15] Marissa: Okay, A bar of steel.
[00:09:16] Jason: Yeah, that same bar of steel he says can be turned into horseshoes. They have some value, maybe $250 worth using his numbers.
[00:09:23] Marissa: Right? Useful but basic.
[00:09:25] Jason: Or you could take that same steel and carefully craft it into blades for pen knives. Now, as value jumps significantly. Maybe to $2,500.
[00:09:35] Marissa: Much more refined, more value added.
[00:09:37] Jason: But then he says, imagine taking that same initial bar of steel and meticulously transforming it into tiny, precise main springs for high quality watches. Now the value skyrockets maybe $25,000.
[00:09:50] Marissa: Wow. That's powerful. The raw material time is the same for everyone.
[00:09:53] Jason: Exactly. It's what you do with it. Yeah. How you refine it, focus it, apply skill and intention. That determines the value you create.
[00:10:00] Marissa: So the question really becomes.
[00:10:01] Jason: Yes. The question Chitwood leaves us with, and I'll ask you listening, "Are you spending your time making horseshoes or pen knife blades, or are you focusing your efforts on creating those high value main springs?"
[00:10:11] Marissa: That really forces you to evaluate where your effort is going, doesn't it? Are these activities low value fillers or are they the critical tasks that truly build success? Mm-hmm. So, recapping Chitwood's core ideas here. Time is finite, spend it wisely. A written daily plan is your roadmap. Balancing those five spokes: prospecting, selling, service, personal, study is key.
[00:10:32] Jason: Right? And overcoming procrastination by building habits.
[00:10:35] Marissa: Yes. Building those success habits and always asking yourself if you're working on the horseshoes or the main springs.
[00:10:41] Jason: Absolutely. It's a challenge for all of us. So as you go about your week, think about that bar of steel — your time. How are you spending it right now? And maybe, just maybe, what's one main spring activity you could prioritize to really elevate your results?
[00:10:57] Marissa: A great question to reflect on. It's about making time count, not just counting the time.
[00:11:02] Jason: That's a wrap on this episode about Managing Time Effectively. Ask yourself, "Am I truly making the most of my time?" Be honest. Even small shifts in your daily habits can create a big impact over weeks, months and years.
[00:11:17] Jason: Thanks for listening. We'll catch you in the next episode.
[00:11:23] Grace: That wraps up this episode on Managing Time Effectively. Roy Chitwood challenges us to think about how we’re spending our time: are we producing horseshoes or high-value main springs? Even small, intentional changes in how we plan and prioritize can pay off in big ways. So be honest with yourself — are you making time count, or just counting the time? Thanks for joining us — we’ll see you next time.
[00:11:46] Grace: Good luck and good selling!
