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The current interest rate environment has cranked up the pace and volume at the average mortgage or debt business. However, the economic environment is still on very shaky ground. This is sending folks scrambling looking for more efficient ways to manage leads and time.

Time management experts would tell you to look no further than David Allen‘s Getting Thing’s Done (GTD). But, can you apply that to your sales process? I think so and found some support for that opinion on Better Closer, Bill Rice’s sales management blog.

Here are the most important highlights in my review of using GTD within your sales process:

1. Collection: If your desk looks like a clutter of yellow sticky notes, stray legal pads, and miscellaneous scraps of paper–I can guarantee you are not closing deals. Chances are each of those are holding various leads, clients, phone numbers and few are getting consistent follow-up or follow-through.

2. Processing: Get a process. How you get from a new lead to a closed deal is probably a rather predictable process. If you don’t know what that process is–track it and document it. If you do know what the process is–do it consistently. It is your road map to success.

3. Organizing: Get a lead management system or contact database. See item number 1 above. In addition, this will serve you well in markets like this that are making past clients, that were declined, suddenly ideal candidates for loan modifications or government refinance programs.

4. Reviewing: Constantly be looking for ways to improve. Review your TO DOs, your pipeline, and your process. It is amazing how often you can squeeze a couple more deals out of each month with these quick quality reviews.

5. Doing: This is the last point, but probably the most important. Do something. So often we waste time “getting ready” or “getting organized” to execute. Doing is the only way to make a lead close–so pick up the phone and call someone, anyone.

I highly suggest you dive into the GTD lifestyle and see what it can do for your business. Here are a few good websites to learn more about GTD:

• GTD defined on Wikipedia
• David Allen’s GTD website
• 43Folders GTD blog
• GTD, David Allen’s Book

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Related posts:

1. Designing a Good Lead Management Process to Improve Aged Lead Performance
2. Top Lead Management and Sales Resources
3. Top Sales Strategies and Lead Management for Aged Leads
4. Comparing the Top Lead Management System for Your Aged Leads