Too many entrepreneurs spend time putting out fires instead of making sales. Mark Sanborn is a business educator and professional speaker in Denver and author of Sanborn on Success (Griffin Publishing). His solution:
Focused attention beats brains and brawn every time. Eliminating or minimizing nonrevenue-generating activities is critical. Don't allow maintenance or operational activities to take up time better spent selling, upselling, cross-selling or prospecting. Make a list of your 10 MVP activitiesthe ones that are most valuable and profitableand spend 60 percent to 80 percent of every business day doing those things. MVP activities give you the biggest payback on your investment of time and energy.
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This article was originally published in the August 1997 print edition of Entrepreneur with the headline: Hard Sell.
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