As buzzwords like “side hustle” and the “gig economy” entered the vernacular over the last few years, a surge of millennials and Gen Z have sought out skill sets that they could monetize entrepreneurially. One of those skillsets more sought out than any others has been sales. As increasing numbers of people look to become “solopreneurs”, work remotely from around the world or simply advance faster in a traditional career, they’ve realized that the ability to sell can perhaps have a greater impact on success than any other skill.

Indeed a career in sales and mastering the craft of how to sell can springboard one to the coveted seven figure earning mark faster than almost anything else. Sales offers unlimited earning opportunity, where one is limited only by their own capabilities and their capacity to increase their capabilities.

While there is no one-size-fits-all roadmap to breaking the million-dollar earnings mark, honing your sales skills is an indispensable part of the journey. Marco Cortesi, of 7th Level, who has had a successful sales career before the age of 30, shares his own take on what it takes to achieve personal success and the sales skills needed to get there.

How Did You Choose Your Career? 

Marco Cortesi: I didn’t choose this career, at least not consciously in the beginning. I wanted to go on holiday. I had no money and there weren’t any jobs available during that time in Rome. The only job I was offered at that time was a sales job, door to door, selling electricity. That’s how I got into sales originally.

I loved it right away, though people used to throw sticks at me for ringing their doorbells! I remember thinking the script was terrible the first couple of weeks, but I ended up coming up with ideas on top of that. In the first month, I made 2,000 Euros, and after that, I understood that I could get good at it and treated it like it was almost like a game.

What Was the First Year of Being in Sales Like? 

MC: I struggled with understanding whether I was actually good at selling or not because my reference or benchmark at the time was a guy who was in his 60s. I didn’t know if I should be comparing myself to him at the time, as he had been making 2,000 Euros per month for 20 years.

I got rejected a lot, but you learn to deal with the rejection — that’s part of mastering sales. The first year was learning how and when to drop my ego and learning how to deal with rejection, and then just as importantly, how you transform that rejection into a sale.

What Actions Did You Take to Help Pave the Way for Sales Commissions? 

MC: The first action is constantly learning. I put aside time for reading books every day — at least 45 minutes.

I study every day. I have done about 130K worth of courses in the last year. I also listen to audibles. I developed a strong work ethic — you won’t get far without it. I work 15-hour days quite often.

One of my biggest motivations is to not go back to how I was before, a poor miserable kid from the Bronx in Rome. I guess I know why you do things. Is it out of fear or love? And if it is fear, how can you transform that fear into something great?

What Personal Habits Have You Developed to Reach Peak Performance? 

MC: First, if you take care of yourself in terms of how you look and feel, you perform 100 times better. I go to the gym. Since we’ve been in lockdown, I’ve made sure I work out every day, even if it’s just in my garage. I read every day. I learn every day. I run in the morning, go for walks with my girlfriend. I eat well. Just common sense things that we all know we should do for our health.

Another habit I’ve developed is waking up early at 4 am. My mindset at 4 am is that I’m way ahead of the day, doing things many people fail to do. I always push myself to do things that other people don’t do. I ask myself, “How can I do things better than others?” I try to come up with better ways of doing things.

Thinking positive — I learned from my girlfriend to be more positive; I used to be really negative, but now, I’m a lot more positive and think if it doesn’t work, well, it doesn’t work. So what?

I’ve learned a lot of my business habits from Matt Ryder, CEO of 7^th Level. He taught me to not second guess myself. Admit when you are good — acknowledge it.

When you start saying to yourself, “I’m good at this,” without being arrogant — acknowledge your skills and be happy about it and work on how you can get better, that’s when things really started to change for me.

James Sackl, COO of 7^th Level, has mentored me on the development side of business — taught me to put great thought into strategies. Don’t always expect to win on a whim.

Jeremy Miner, founder of 7^th Level, has been a truly great role model on how to develop myself professionally. He pushes me to always show up as my best self in life.

What’s the Most Important Piece of Advice You Would Give to Others Starting in Sales? 

MC: Invest in yourself. Invest in your own learning. Invest the time in studying and expanding your knowledge and your network.

Also, don’t get stuck in a hamster wheel. Don’t expect that one day, something will fall from the sky or rely on external things to make things happen. Understand you need to make things happen by your own efforts.

Optimizing your resume is vital when applying for a job, asking for a raise, or seeking a promotion. Obviously, factors like your education and experience play a role. However, it’s also true for the hard skills you possess, such as the specific knowledge and skills required to perform well at a job.

However, increasingly, soft skills are playing a significant role.

“93% of employers say soft skills play a critical role in their decision about whom they want to hire,” says Ian Siegel, co-founder and CEO of ZipRecruiter. “Those soft skills include showing up on time, willingness to learn, enthusiasm, and a can-do attitude. So when you don’t have work experience to sell, remember that you can still sell yourself.”

The term “soft skills” encompasses a wide range of abilities. However, due to people working in very different situations, hybrid situations, communication is very high on the list right now. ZipRecruiter listed communication as the most in-demand soft skill that employers are looking for. This was followed by customer service, scheduling, time management, project management, analytical thinking, and the ability to work independently.

But what exactly are soft skills? How does time management fit into the concept of “soft skills?” And, in what ways does it allow you to thrive at work?

Well, let’s answer those questions, and more, in the following article.

What Are Soft Skills?

Often, time management is referred to as a soft skill. But what does that mean exactly? Essentially, a soft skill is a desirable trait for employers.

The soft skills you possess determine your work style and your interaction with your co-workers. The difference between hard skills and soft skills is that hard skills are technical and job-specific. In contrast, soft skills relate to professionalism, timeliness, and other essential, intangible qualities that complement the practical skills required for the job, making you an attractive candidate.

Although these skills are crucial to success at work and in your personal life, they are not commonly taught. Some of the most common soft skills include:

• communication
• collaboration
• emotional Intelligence
• analytical and problem-solving skills
• creativity
• adaptability and flexibility
• leadership
• learning agility
• stress management
• ownership
• attention to detail

As people have gained access to colleges and technical schools, they have developed more advanced hard skills. Yet, despite this, many people lack the soft skills necessary to succeed. And again, the importance of technical or skilled skills cannot be overstated. For example, skills like coding, marketing, or speaking another language will definitely give you an edge.

However, if you have no interpersonal skills or have difficulty managing your work ethic, you will have a tough time succeeding. It is even possible that you could lose your job.

Due to this, soft skills are more important than you may realize. So do not underplay or disregard them during an interview or ask for a raise or promotion. Instead, ensure that potential employers know you are efficient, effective, and able to work with others.

Why Is Time Management Considered a Soft Skill?

Managing time effectively is a soft skill because it cannot be taught in a formal classroom setting. Instead, it requires practice and experience to develop.

But, more specifically, time management is considered a soft skill for the following reasons:

• Regardless of your profession, it applies to you. Managing your time effectively is important regardless of your industry or position. In fact, unlike hard skills specific to certain industries, time management is a universal skill set.
• You can transfer it. In addition to the previous point, soft skills can be applied to any career path. Their use is versatile and can be adapted to many different positions and settings.
• It’s teachable. Although not traditionally taught in a classroom, soft skills like time management can be taught. This is often accomplished through training, coaching, workshops, and external mentoring.
• Success requires it. As a soft skill, time management is crucial to success. Without time management, you will have difficulty meeting deadlines, completing tasks, and achieving your goals.
• Strengthens workplace relationships. The last thing anyone wants to work with is someone who never meets deadlines or disrespects their time. Unfortunately, it is possible to disrupt your co-workers and make life difficult for everyone in your workplace without time management skills. The result can be friction between your co-workers.
• It’s a life skill. The ability to manage time is not only useful at work. Your personal life can benefit from this as well. Whether completing daily chores, setting and keeping appointments, going to the gym, or spending time with family and friends, time management is an integral part of our lives. Intentionally managing your time will help you make better decisions and maintain a successful work-life balance.

Why is Time Management an Important Soft Skill?

With a better understanding of soft skills, let’s look at the importance of time management at work.

• It makes your work experience more enjoyable. A high-quality end product is more likely to be delivered on time (or before) when operating at your highest level. In turn, this boosts your confidence, motivation, and engagement.
• Goal-setting becomes easier. By setting smarter goals, it will be easier for you to track and achieve them.
• Provides more opportunities. By being proficient in the basics of your job, you will have more opportunities for training, career growth, promotions, and mentoring in the workplace. In addition, when you learn how to manage your time efficiently, you can gain additional skills that can last your entire career and increase your competitiveness.
• You can make better decisions. Planning your day strategically and prioritizing the most important tasks first is the key to making wise, practical time management decisions. You will become more productive as you develop this habit and think more creatively and critically about your tasks.
• You’ll be able to avoid stress and burnout. Allocating specific time windows for being most productive is a critical element of time management. You’ll be less stressed by utilizing these time frames and getting your work done efficiently. For example, when you block out time for your priorities, you can avoid waiting until the last minute or letting distractions interrupt your workflow.
• More personal time. A satisfying work-life balance is something we all strive for. Nevertheless, finding that balance can be difficult when your work and home to-do lists are overwhelming. We can regain our freedom by managing our time well off the clock. We won’t work odd or long hours if we have a deadline. Managing our time allows us to relax, refresh, and reset.

Types of Time Management Skills

While not an extensive list, here are some of the most essential types of time management skills you should consider developing.

Prioritizing

You may be unable to complete every task you are asked to do. And, that’s alright — despite your desire to do everything at once.

You must prioritize your tasks to accomplish what matters most in a logical order. Among the factors to consider when assigning priority are:

• the timeframe for each task
• estimated timeframe
• in what ways it might be necessary to others in the organization
• the consequences of not completing the task
• the possibility that a task could be interrupted by a bottleneck
• could it be delegated or outsourced to someone else

Scheduling

Some tasks must be accomplished at specific times, so scheduling is essential. Schedules affect the flow of your day, your week, your month, and the workflow of others. Due to energy levels and demands of the day, most people are more or less productive at specific times of the day.

Keeping a schedule can also help you avoid procrastination. For example, let’s say that you need to return an important phone call. If it’s not scheduled, you may keep putting it off by saying, “I’ll get around to it.” As a consequence, you never make this important phone.

Moreover, a schedule ensures you never miss deadlines or meetings. And, it’s pretty handy in breaking larger tasks into more manageable pieces.

Task Management

You can prevent forgetting important tasks by keeping a to-do list (properly prioritized) and integrating it into your schedule. In addition, they help you avoid spending all day thinking about your to-do list.

Keeping track of your tasks takes energy, and having to contend with everything that needs to be done throughout the week can be a burden. Keep a daily list of all the tasks you need to accomplish, and you won’t be overwhelmed. Focus on one task at a time.

How you decide to manage your tasks is totally up to you. Some prefer to create daily, weekly, and monthly to-do lists. Others, however, may for techniques like batching, where you arrange your tasks in similar groups—for example, setting aside specific time blocks for email management or scheduling meetings only on Tuesdays.

Workload Management

Even though it may seem odd, pacing your work is a crucial time management skill. Working long hours or skipping breaks may improve productivity in the short term, but you will lose productivity in the long run due to exhaustion. Unless there is an emergency, it is important not to overwork. Your schedule should include necessary breaks and a reasonable end time.

Also, you can avoid burnout by knowing and implementing an optimum workload for yourself.

Minimizing Distractions

When you learn how to manage your time, you can avoid distractions. It is recommended that you avoid distractions during work hours, such as emails, texts, and social media.

Doing this will allow you to keep your focus and utilize your time efficiently. When working, it can be tempting to let people interrupt you or let your laziness get in the way. For your schedule to run smoothly, though, you must remain focused and organized.

You should be in control of your work time as well. For instance, you should not waste time looking at irrelevant work materials on the web.

Do not lose focus. After all, there’s a reason that you set goals. You will achieve your goals much more quickly if you focus your efforts appropriately.

Delegation

It may be possible for you to delegate some tasks, depending on your line of work. As such, you need to know when to delegate and what to delegate.

At the same time, many people are reluctant to delegate, either because of their desire for control or to save money by not hiring assistants or employees. In the end, both approaches reduce productivity and increase costs.

Despite diligent time management, you may be trying to do too much if you still can’t accomplish everything on your to-do list. Remember, rather than failing at many tasks; it is better to succeed at a few of them.

How to Improve Your Time Management Skills

Are you interested in improving your time management skills? To solve this problem, you can do a few things.

Keeping a time log is a good place to start. As a result, you can audit where your time is currently being spent. Additionally, this can help you discover when you’re most productive and when you’re wasting time.

In the words of psychotherapist and writer Nathaniel Branden, “The first step toward change is awareness.”

After that, you need to be deliberate. After all, time management doesn’t just magically happen. It also involves:

• Setting small blocks of intention, like 30-minutes on an activity that brings you closer to reaching a goal.
• Use techniques like the Eisenhower Matrix to determine what your priorities are.
• Evaluating time-wasters, such as the time spent in your inbox.
• Get comfortable with saying “no” when you’re calendar is packed.
• Building a conducive work environment by keeping it clean and organized.
• Fight back against procrastination by scheduling your most important tasks when you’re most productive.
• Add white space to your calendar instead of scheduling every minute of your day, like blank spaces for emergencies.
• Assessing your schedule regularly. Doing so will help you prepare and ensure your time is spent wisely.
• Tracking the progress of your goals to hold yourself accountable.

In Conclusion

There’s no denying that we’re living in an era of change in the workplace.

Because of that, soft skills are in high demand. More and more employers recognize the importance of soft skills for employee morale and productivity. Having the right opportunities and the right environment can help you develop soft skills.

Because of this, time management is a soft skill that can enhance your career.