Spend more time on time management. You’re in as good a position to save time as your richest and most powerful competitors. Over a lifetime, it’s incredible how much time you can save, and the advantages you can achieve, while you’re sitting on your duff in your car. For example:

1. Use a cell phone… but do it with respect for the posted rules, or you can alienate important people. Investigate smart phones that give you constant access to your e-mail and contact lists.

2. Always phone ahead when you make a call on a customer or a prospect. And, make sure you have both the customer’s landline and cel phone numbers, as well as their e-mail address.

3. Always park your car in a getaway position.

4. Use your drive time to listen to audio books or informational recordings instead of tuning in to the usual babble on the radio.

5. Never travel without a way to keep track of your thoughts. Whether it’s an Ipad or pen and paper, make sure you always have something with you to write things down.

6. Never have coffee with another salesperson, only with a customer. (Make sure you know which sort of latte they’re nuts about.)

7. Just for the hell of it–for an entire week–switch your reading plan. Dumb the sports section or gossip scoop and read the hometown newspapers of your major customers…or trade journals of your key customers or suppliers, so that you can learn what they’re worried about.

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