Work Smarter NOT Harder:
Creating a Model Day for Success
With CeCe Bazar, Devon McDonald, Ori Yankelev
2 | www.labs.openviewpartners.com
Agenda
• Why time management is essential for hitting goals
• Where time is lost in the ...
3 | www.labs.openviewpartners.com
The Importance of Time
• Time management helps people
make conscious choices
• Time mana...
4 | www.labs.openviewpartners.com
Follow up: Notes and emails
Appointments: Scheduled calls
Lunch
Follow up: Notes and ema...
5 | www.labs.openviewpartners.com
What Does a Day Consist Of?
50 dials (2 hours)
Follow up: Notes and emails (1 hour)
Appo...
6 | www.labs.openviewpartners.com
Question:
Why aren’t we leaving
work everyday at 3:00 p.m.
with our dials made and
e-mai...
7 | www.labs.openviewpartners.com
Where Time Gets Lost in the Day
Switching Gears
&
Lack of Focus
8 | www.labs.openviewpartners.com
The Cost of Switching Gears
According to a 2012 article in Psychology
Today, The True Co...
9 | www.labs.openviewpartners.com
Lack of Focus
Switching gears,
lack of focus
9:40- Get key decision maker live
9:41- Mak...
10 | www.labs.openviewpartners.com
How to Avoid Being ‘That’ Rep
• Quick Fixes
- Ohio Method
- De-Dup Leads
- Going Dark
-...
11 | www.labs.openviewpartners.com
Quick Fix No. 1: OHIO Method
OHIO: Only. Handle. It. Once.
Save yourself time by doing ...
12 | www.labs.openviewpartners.com
Quick Fix No. 2: De-Dup Your Leads
• Before calling into a lead always
check for duplic...
13 | www.labs.openviewpartners.com
Quick Fix No. 3: Go Dark During Calls
Turn off Outlook and Facebook during call time
14 | www.labs.openviewpartners.com
Quick Fix No. 4: Respect the Dark Time
Not everyone will be on the same schedule, be re...
15 | www.labs.openviewpartners.com
Quick Fix No. 5: The Late E-mail
Send emails in batches after call times.
Prospects don...
16 | www.labs.openviewpartners.com
The Long-Term Fix: Creating a Model Day
1. Separate your day into the following activit...
17 | www.labs.openviewpartners.com
Model Day
Proactive Activities
Reactive Activities
Lunch
Reactive Activities
Proactive ...
18 | www.labs.openviewpartners.com
Be Aware of the Following:
Buyer Personas- have a strong sense of
who they are, and whe...
19 | www.labs.openviewpartners.com
The Power of 66
Fact: On average it takes 66 days to form a habit.
Apply the knowledge:...
20 | www.labs.openviewpartners.com
In Summary: The Benefits of Mapping Out Your
Day
1. Feel better about your time
and pro...
21 | www.labs.openviewpartners.com
QUESTIONS?
Ask away…
22 | www.labs.openviewpartners.com
Additional Resources
http://labs.openviewpartners.com/a-model-day-for-success-
in-sales...
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Work Smarter NOT Harder: Creating a Model Day for Success

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Why time management is essential for hitting goals

Where time is lost in the day

How to create a daily plan to achieve goals and hit numbers

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Work Smarter NOT Harder: Creating a Model Day for Success

  1. 1. Work Smarter NOT Harder: Creating a Model Day for Success With CeCe Bazar, Devon McDonald, Ori Yankelev
  2. 2. 2 | www.labs.openviewpartners.com Agenda • Why time management is essential for hitting goals • Where time is lost in the day • How to create a daily plan to achieve goals and hit numbers
  3. 3. 3 | www.labs.openviewpartners.com The Importance of Time • Time management helps people make conscious choices • Time management skills and tools allow individuals to accomplish more with less effort and time • Time is a resource; in the world of sales, time = money
  4. 4. 4 | www.labs.openviewpartners.com Follow up: Notes and emails Appointments: Scheduled calls Lunch Follow up: Notes and emails Follow up: Notes and emails Meetings: Check ins, kick-offs, retrospectives Dials Follow up: Notes and emails Appointments: Scheduled calls Dials Follow up: Notes and emails Meetings: Check ins, kick-offs, retrospectives Dials Dials Follow up: Notes and emails Dials Follow up: Notes and emails Dials Dials What does a day consist of?
  5. 5. 5 | www.labs.openviewpartners.com What Does a Day Consist Of? 50 dials (2 hours) Follow up: Notes and emails (1 hour) Appointments: Scheduled calls (1 hour) Lunch (1 hour) Meetings: Check ins, kick-offs, retrospectives (1.5 hour) Total: 6.5 hours
  6. 6. 6 | www.labs.openviewpartners.com Question: Why aren’t we leaving work everyday at 3:00 p.m. with our dials made and e-mails sent?
  7. 7. 7 | www.labs.openviewpartners.com Where Time Gets Lost in the Day Switching Gears & Lack of Focus
  8. 8. 8 | www.labs.openviewpartners.com The Cost of Switching Gears According to a 2012 article in Psychology Today, The True Cost of Multitasking… People Lose 20-40% of Their Time By: • Switching between activities • Switching between segments Multi-tasking is harmful, not helpful.
  9. 9. 9 | www.labs.openviewpartners.com Lack of Focus Switching gears, lack of focus 9:40- Get key decision maker live 9:41- Make pitch 9:42- They ask to, “e-mail over some information” 9:43- Search for template e-mail/white paper 9:45- Send e-mail 9:45-9:55 Respond to a couple other emails that you happen to see in your inbox 9:55:10:00- Get up and stretch 10:00-10:15 - Mingle with co-workers 10:15 - Sit down 10:16- Open Salesforce and find your next lead 10:17 - Pick up the phone Total Time Lost: 33 Minutes Calls missed: ~10
  10. 10. 10 | www.labs.openviewpartners.com How to Avoid Being ‘That’ Rep • Quick Fixes - Ohio Method - De-Dup Leads - Going Dark - Respect the Dark - E-mail follow up • Planning a model day for success
  11. 11. 11 | www.labs.openviewpartners.com Quick Fix No. 1: OHIO Method OHIO: Only. Handle. It. Once. Save yourself time by doing your research on a prospect only once and properly logging it into Salesforce.com
  12. 12. 12 | www.labs.openviewpartners.com Quick Fix No. 2: De-Dup Your Leads • Before calling into a lead always check for duplicates • If you find a duplicate lead merge the leads • If you find a duplicate contact, convert the lead to a contact and merge it with the existing contact • You can merge up to 3 leads at once
  13. 13. 13 | www.labs.openviewpartners.com Quick Fix No. 3: Go Dark During Calls Turn off Outlook and Facebook during call time
  14. 14. 14 | www.labs.openviewpartners.com Quick Fix No. 4: Respect the Dark Time Not everyone will be on the same schedule, be respectful of your teammates when they are heads down in call time
  15. 15. 15 | www.labs.openviewpartners.com Quick Fix No. 5: The Late E-mail Send emails in batches after call times. Prospects don’t need follow up information IMMEDIATELY.
  16. 16. 16 | www.labs.openviewpartners.com The Long-Term Fix: Creating a Model Day 1. Separate your day into the following activities: • Proactive activities • Reactive activities • Research • Power Hour 2. Make sure to account for: • Breaks • Weekly team and individual meetings • Lunch
  17. 17. 17 | www.labs.openviewpartners.com Model Day Proactive Activities Reactive Activities Lunch Reactive Activities Proactive Activities Research for Power Hour Power Hour Break Break Proactive Activities Meetings: Check ins, kick-offs, retrospectives
  18. 18. 18 | www.labs.openviewpartners.com Be Aware of the Following: Buyer Personas- have a strong sense of who they are, and when they are most accessible (Early morning? Lunch? EOD?) Metrics- conversion rates and your daily goals should be reflected upon when deciding how much time to allocate to a specific chunks of time during your day Campaigns and Tasks- knowing which list and/or target accounts you plan to call on that week, and how many touch points should be applied in your campaign to each lead will better help you map out proactive vs. reactive activities each day Knowing Your Capacity – how many new leads and follow up tasks can you truly manage each week without falling behind?
  19. 19. 19 | www.labs.openviewpartners.com The Power of 66 Fact: On average it takes 66 days to form a habit. Apply the knowledge: Try this new model for one full quarter- and measure yourself against the previous quarter.
  20. 20. 20 | www.labs.openviewpartners.com In Summary: The Benefits of Mapping Out Your Day 1. Feel better about your time and productivity 2. Consistently hit your goals 3. Leave work earlier with all tasks complete
  21. 21. 21 | www.labs.openviewpartners.com QUESTIONS? Ask away…
  22. 22. 22 | www.labs.openviewpartners.com Additional Resources http://labs.openviewpartners.com/a-model-day-for-success- in-sales/ http://labs.openviewpartners.com/creating-a-model-day-for- success/ http://labs.openviewpartners.com/ebook/build-outbound- b2b-lead-generation-team/ http://www.entrepreneur.com/article/225865 Referenced articles: http://www.psychologytoday.com/blog/brain- wise/201209/the-true-cost-multi-tasking http://www.huffingtonpost.com/2012/05/01/multitasking- emotional-feel-better-_n_1467945.html http://business.time.com/2013/04/17/dont-multitask-your- brain-will-thank-you/

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