12. Sales Training - Time management


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Time management Dr Earl Stevens, October 2009 :

Time management Dr Earl Stevens, October 2009 12. Sales Training 10/08/2011 1

Time: its attributes:

Time: its attributes Time is neutral Time cannot be saved for future use Each activity requires a minimum quantum of time Time has a value like currency Time is cumulative in nature 10/08/2011 2

Time Management:

Time Management 10/08/2011 3

How Sales People Typically Spend their time - 46.9 Hour Workweek:

How Sales People Typically Spend their time - 46.9 Hour Workweek 10/08/2011 4

Very Common Time Wasters:

Very Common Time Wasters Not enough time scheduled for necessary, top priority tasks Interruptions, drop-in visitors, distractions, telephone calls Doing-it-yourself, involved in too many detailed, routine tasks Always crises, fire-fighting Lack of objectives, deadlines and priorities Lots of paperwork, reports, reading material Leaving tasks partly done, jumping from task to task Procrastination, indecision, daydreaming Lack of self discipline Socializing, idle conversation Failure to do top priority tasks first Constantly switching priorities 10/08/2011 5

Understand the value of your time...:

Understand the value of your time... 10/08/2011 6

Time Management:

Time Management T ime is life, do not waste it I dentify major thieves of time and eject them M ake a realistic list of things to do and act on it E liminate unnecessary activities M emory aids such as diaries and tape recorders are useful A nalyse how time is spent N ever take on more than is necessary, learn to say no A nalyse yourself and operate within your strengths G et on by being organized E mploy a programme of physical and mental fitness M anage backlog E mploy a schedule or planner to chart the way ahead N ever cease striving to become more efficient and effective T reat each day as your last, maximize it. 10/08/2011 7

Principles of Time Management:

Principles of Time Management Set goals and Establish priorities Spot the Time Wasters Live Time Management Think quality not quantity of Time Organize Yourself for success – Prioritize, Clear your desk, delicate work to others, stay healthy in body and mind, Act purposefully and positively. Write a Daily Time schedule: - Time, Activity, Priority (mark each activity according to how important it is (A: Extremely important; B: Important; C: relatively unimportant), Effectiveness and then evaluate the complete time plan of the day. Work to suit your preferred lifestyle 10/08/2011 8

How to plan your day:

How to plan your day Visualise your long term goal Try to do your planning at the same time every day. Use only one planner to keep track of your appointments Write out a To do list every day Don’t jam your day full of activities. Do it now. Always plan time for balance; include family, fitness, recreation, Social and spiritual activities. 10/08/2011 9

Importance of Setting Goals:

Importance of Setting Goals 10/08/2011 10

Problems and Solutions for Proper Time Management:

Problems and Solutions for Proper Time Management Personal: ü Know priorities of doing things ü Be organized ü Spend some time as leisure time Psychological: ü Have self discipline ü Learn to say “No” if it demands ü Believe in team work ü Have a watch on the work entrusted 10/08/2011 11

Problems and Solutions for Proper Time Management:

Problems and Solutions for Proper Time Management External: ü Maintain proper relationship with friends and colleagues ü Never attempt indirect interactions Social: ü Allot some time to spend with nature with parents, to love, to listen, to dream to and to think ü Morning 4.00am to 9.00am is the best time for work 10/08/2011 12

Problems and Solutions for Proper Time Management:

Problems and Solutions for Proper Time Management Postponement: Postponement or procrastination is mainly due to a lack of interest or pleasantness in work and the complexity of work. ü Unpleasant tasks ü Complex projects ü Fear of failure ü Lack of interest ü Perfectionism ü Distraction, lack of focus 10/08/2011 13

Organize Your Time:

Organize Your Time The money hours organize your day around the money hours – the hours when you can and should be talking with prospects and customers handle non-revenue generating activities before or after the money hours Prospecting hours dedicate a certain percentage of money hours to prospecting to increase the probability of reaching prospects, vary the time of day you prospect schedule it, do it, love it Follow-up queue up and standardize your most frequently used follow-up pieces for easy production and distribution document follow-up immediately – don't set it aside Professional development schedule non-money hours for sales skill development or improving industry and/ or product knowledge understand the value of your time... 10/08/2011 14

Organize your Time:

Organize your Time Sales days be aware of the sales days for each month and quarter know where you are in the sales timeline and plan accordingly Sales stats understand and track your sales stats so you can plan effectively dials to contacts contacts to qualified leads qualified leads to proposals proposals to contracts contracts to customers dials per hour follow up calls per hour follow up attempts before dropping determine the value of each sales hour given your earnings level/ target 10/08/2011 15

Organize your Time:

Organize your Time Extra time choose a reasonable extra amount of time to dedicate to sales each day (23 minutes each sales day adds one extra sales day each month) Productive down time always have something to read... always... for flight delays, waiting rooms and lines use drive time for sales development and phone calls (get a headset if you can) The extra call one extra call a day is more than 250 extra contacts in a year remember time management basics... Start early not only for the day, but also for the week, month and quarter start early on projects and sales appointments 10/08/2011 16

Organize your time:

Organize your time Plan ahead look ahead to sales days around holidays, end of the month and end of the quarter and plan accordingly be aware of the sales "timeline" for your product – where you are in the month and where you are with the prospect Respect time your time, your prospect's time, your customer's time professionals don't waste time and prospects and customers respect those who understand this... be punctual and be succinct 10/08/2011 17

Tips for Successful Time Management:

Tips for Successful Time Management Doing things with concentration, dedication conflicts and commitment and not in a careless manner. Trust others and distribute works to others Never think about unnecessary things and never interfere in others matters Postponement of planned events is an avoidable bad habit Breakdown your goals into smaller task with manageable steps Be punctual Hurrying up is to always the best way of doing a thing faster Don’t forget or misplace things Use a calendar/ Get organized 10/08/2011 18

Imagine the luxury of having more time:

Imagine the luxury of having more time To spend with your family To go on that “special” vacation To take up a new hobby To read that latest, popular book Or just to relax and live a little. All of this is possible but you must use time management techniques to organize your personal and business activities 10/08/2011 19

Final Word on Time Management:

Final Word on Time Management PAY P rioritise your A ctivities by Y ield 10/08/2011 20



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