Hospitality sales professionals do a time audit

hospitality sales pros do a time audit

Have you done a time audit on yourself to find out when you’re best at hospitality sales?

All hospitality sales pros should do a time audit to find out when your peak performance periods are. We should be spending our our peak performance times working on our most important to-do list items, or our “A” priority activities — especially the hospitality sales we were hired to do. A time audit will help you identify those times.

Here’s an example of a time audit form, although you can easily design your own.

Or you can just keep a note pad nearby or if you can be dedicated to entering data into your PDA or other electronic device, use that. But track everything you do for a couple of weeks, and then analyze the time audit. Usually, when your get your best work done will be pretty obvious.

Let me give you a personal example. After doing a time audit on myself, I found that my most productive time came in the morning. So I wake up around 5, 5:30, every morning, whether I’m on the east coast or I’m on the west coast. If I’m back east I’ll wake up 5, 5:30. In California I’ll wake up 5, 5:30. And I set the alarm, but I’m almost always up before it, I’m always doing something when the alarm goes off. And I know that I have maximum energy early in the morning. I have a couple of cups of tea, but I don’t eat a whole lot of food. Food slows me down. I love breakfast foods, so on Saturdays and Sundays I’ll help myself. But since food slows me down, I only have a couple of cups of tea, which seems to give me great energy in the morning. And from about 7 AM to 1 PM I am at maximum output. I am clearest, and my brain cells are work the best, so I am capable of tackling the most difficult tasks. So I always try to put my A priority tasks on my to-do list to try and perform between the early morning and 11 a.m.

Since I know this is my time of maximum output, I give it my maximum time. When I was a hospitality sales person, I’d be working on calling my prospects from a flat list. Now, I still work my flat list, or create material for my training courses or the Hotel Sales Coach website, for example. Around 11 o’clock I begin running out of fuel; I haven’t had anything to eat yet, so I’ll begin slowing down. As a result, when lunch time rolls around I need food. So I don’t schedule any desk-bound activities or similar from 12 to 2.

But how do I make this time productive? I’m usually with hospitality sales customers at lunch. That’s called a “time-sensitive A” priority. If I have something that’s on the calendar at a specific time, I can’t perform any other tasks except that task at that time, so not only is it an “A,” but it’s what I call a “time sensitive A.”

Around 2 o’clock my body begins processing the food; and frankly from around 2 o’clock to 3 o’clock I have a lot of trouble focusing. I’m processing the food, my fuel hasn’t turned into energy yet, I really could practically take a nap standing up. So I don’t plan anything difficult between 1:30 and 3 or 3:30. It’s my low output time. I’ll do my “C” tasks during that time.

But then around 3:30 or 4 p.m. all the food I’ve had at lunch has began to process and my energy starts coming back. As a result, from 4 o’clock to 7 or 7:30 at night I’m back at my maximum output. I’ll schedule my most difficult tasks again in that time period. Now if I’m going out, I could stay up till two in the morning; I have no problem doing that.

But my example here is just that, an example. Everyone has their own unique rhythms, so that’s why the time audit is so important. You have to know when you’re at your hospitality sales peak.

Do you know what your maximum output times of day are? Do you know when your peak performance periods are? After you establish what your peak performance periods are, put your “A”s in those peak performance periods. Don’t fake yourself out at the end of the day and congratulate yourself on all the “C”s you crossed off your to-do list. You know, those “A”s will keep coming back over and over again. Ask yourself these questions: Must it be done today? What if it’s not done today? What if it never gets done at all? And my favorite, can I get someone else to do it? That’s the essence of delegation, of course, but we’ll save that topic for another time.

Get started on your time audit right away. Maximize the time for hospitality sales when you’re most effective.

Posted 6/25/12

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