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Time allotted to us every day is finite, just 24 hours.

Most of us need six to eight hours of sleep if we can get it, and if we have family then evening hours should be devoted to them. This leaves approximately 12 hours to work, to get errands done, and wolf down a donut for breakfast and burger for lunch.


How we use our allotted 12 hours matters. The cry, “There’s never enough hours in the day” is erroneous. The fact is time is elastic and while our daily 24 hours a day is fixed how we use time determines what we accomplish.


  • Time management principles are only part of the elasticity of time. Time management helps organize and prioritize the day’s activities so one works smarter.
  • The other principle is vision. This is a vision that relates to time as a precious resource to be transformed into a higher output not seemingly possible given the “available” time...


Here are some observations about leveraging the elasticity of time to achieve greater results in your career:


  1. Think different: Working in the same way day after day and expecting different results is futile. To achieve a different outcome, inputs must change. The inputs that humans control include attitude, outlook and the ability to accept a situation and work within it with good cheer and gusto.
  2. Spend wisely:  Killing time hurts commissions and dealership profitability. Every minute has a cost or profit, whether used unwisely or wisely. Shepherd or use your allotted time to be productive, whether in working showroom ups, working the phone, pursuing follow-ups and prospecting.  
  3. Serve others: Investing your time in other people’s banks is extra time on the mentor’s clock.  At first, this selfless act might seem to take time away from the day’s duties, but the opposite is actually true. Serving others activates the law of reciprocity.
  4. Use tools: The right tools can provide leap-forward change in how time is optimized. The automobile, jets and the telephone are examples for how they have shortened distance.  In the dealership, Internet marketing and database-opportunity technologies help sales associates create, pursue and follow up more sales opportunities in a day than most dealerships could in a month prior to their inventions.
  5. Be mindful:  This means being obedient to the job description and expectations of supervisors, the dealer, the customer, the shareholders and the OEM. It means, in general, embracing and employing these four observations. Think of it as knuckling down, doing the job thoroughly and doing it well. Concentrate every single day on improvement, for it’s far too easy to slide back into old, comfortable, non-productive habits.

Every hour of the workday is available to produce a maximum return -- or mismanage this precious resource. We know how to achieve the latter all too well. To benefit from the elasticity of time that tells us that potential and productivity are not limited by the hours of the clock embrace new ideas and ways of doing things. Implement the new skills introduced through training courses and reading. Use productivity tools that deliver leapfrog change in how the dealership sells and services vehicles.


Jeff Cotton is Vice President and Co-Founder of AutoAlert, Inc., a leading customer database analysis and sales strategies company. He is a former sales professional with Fletcher Jones Motor Cars. Contact him at and visit


Views: 214

Tags: AutoAlert, Jeff Cotton, efficiency, productivity, sales, time, time-management


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