It's common for people aiming to improve their productivity to focus on developing new skills or on finding a new way to do something. For example, you may try a new approach to negotiating sales, or you may learn a new way to prepare for a sales meeting.

Sometimes, though, the shortest path to improved productivity isn't to optimize what you're doing now, but to eliminate what no longer serves you well. I've talked with hundreds of sales professionals about what they could use most to boost their productivity. The answer I hear more than any other is the need for more time.

Dump Those Losing Relationships

Most sellers I know have a few high-maintenance, low-profit clients. These are clients who demand a lot of attention for a minimal return. Often, the fees you charge these clients don't make up for the effort, and the prospect for a long-term, profitable arrangement seems remote. Yet, these clients still need your help.

If you need more time, get out from under these client relationships. Of course, you don't want to burn any bridges. But you can plan a reasonable way to transition out of unproductive relationships so you can focus your time and energy elsewhere.

Write Fewer Sales Proposals

It's natural to get excited when a client asks you to write a sales proposal. It seems like the request for a proposal represents a positive milestone in your pursuit of a new sale. In too many cases, though, that proposal request comes before you and the client fully understand the opportunity.

Hold off on agreeing to write a proposal until you're sure you've got consensus with the client about the project objective, the expected value you would have to deliver, and how you'll accomplish the work. As you work toward agreement on these issues, you're also qualifying the opportunity to decide if you should pursue the sale.

For many sellers, the reflexive response to the question "Will you send me a proposal?" is yes. You'll save time if you focus on gaining consensus on all aspects of the sale before you write a word.

Focus on Your Strengths

Finally, most of us could be more intentional about the sales opportunities we pursue. Some services providers think any cash flow is good cash flow. The result: they chase every opportunity that comes their way.

I'm not suggesting that you shouldn't be ambitious. But I think it's important to work on the sales opportunities that you're best suited to win, even if that means letting some opportunities go. Resist the temptation to go after a potential sale that may be of questionable fit just because you can. Don't try to be all things to all people. Focus on the opportunities that really showcase your strengths and that you have a good chance to win.

You can probably come up with many more time and energy savers, like spending less time on email, paperwork, and the internet.

To boost your productivity, start by eliminating the three easy things that make sense for you. Then, use the extra time you gain to be more effective and creative with what you already know how to do.

This guest post is posted by curtosy of Michael W. McLaughlin of http://www.mwmclaughlin.com/