12. sales training time management


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12. sales training time management

  1. 1. Time management Dr Earl Stevens, October 2009 <br />12. Sales Training<br />10/08/11<br />1<br />
  2. 2. Time: its attributes<br />Time is neutral<br />Time cannot be saved for future use<br />Each activity requires a minimum quantum of time<br />Time has a value like currency<br />Time is cumulative in nature<br />10/08/11<br />2<br />
  3. 3. Time Management<br />10/08/11<br />3<br />
  4. 4. How Sales People Typically Spend their time - 46.9 Hour Workweek<br />10/08/11<br />4<br />
  5. 5. Very Common Time Wasters<br />Not enough time scheduled for necessary, top priority tasks<br />Interruptions, drop-in visitors, distractions, telephone calls<br />Doing-it-yourself, involved in too many detailed, routine tasks<br />Always crises, fire-fighting<br />Lack of objectives, deadlines and priorities<br />Lots of paperwork, reports, reading material<br />Leaving tasks partly done, jumping from task to task<br />Procrastination, indecision, daydreaming<br />Lack of self discipline<br />Socializing, idle conversation<br />Failure to do top priority tasks first<br />Constantly switching priorities<br />10/08/11<br />5<br />
  6. 6. Understand the value of your time...<br />10/08/11<br />6<br />
  7. 7. Time Management<br />Time is life, do not waste it<br />Identify major thieves of time and eject them<br />Make a realistic list of things to do and act on it<br />Eliminate unnecessary activities<br />Memory aids such as diaries and tape recorders are useful<br />Analyse how time is spent<br />Never take on more than is necessary, learn to say no<br />Analyse yourself and operate within your strengths<br />Get on by being organized<br />Employ a programme of physical and mental fitness<br />Manage backlog<br />Employ a schedule or planner to chart the way ahead<br />Never cease striving to become more efficient and effective<br />Treat each day as your last, maximize it.<br />10/08/11<br />7<br />
  8. 8. Principles of Time Management<br />Set goals and Establish priorities<br />Spot the Time Wasters<br />Live Time Management<br />Think quality not quantity of Time<br />Organize Yourself for success – Prioritize, Clear your desk, delicate work to others, stay healthy in body and mind, Act purposefully and positively.<br />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. <br />Work to suit your preferred lifestyle<br />10/08/11<br />8<br />
  9. 9. How to plan your day<br />Visualise your long term goal<br />Try to do your planning at the same time every day.<br />Use only one planner to keep track of your appointments<br />Write out a To do list every day<br />Don’t jam your day full of activities.<br />Do it now.<br />Always plan time for balance; include family, fitness, recreation, Social and spiritual activities.<br />10/08/11<br />9<br />
  10. 10. Importance of Setting Goals<br />10/08/11<br />10<br />
  11. 11. Problems and Solutions for Proper Time Management<br />Personal:<br />ü     Know priorities of doing things<br />ü     Be organized<br />ü     Spend some time as leisure time<br />Psychological:<br />ü     Have self discipline<br />ü     Learn to say “No” if it demands<br />ü     Believe in team work<br />ü     Have a watch on the work entrusted<br />10/08/11<br />11<br />
  12. 12. Problems and Solutions for Proper Time Management<br />External:<br />ü     Maintain proper relationship with friends and colleagues<br />ü     Never attempt indirect interactions<br />Social:<br />ü     Allot some time to spend with nature with parents, to love, to listen, to dream to and to think<br />ü     Morning 4.00am to 9.00am is the best time for work <br />10/08/11<br />12<br />
  13. 13. Problems and Solutions for Proper Time Management<br /> Postponement: <br />Postponement or procrastination is mainly due to a lack of interest or pleasantness in work and the complexity of work.<br />ü     Unpleasant tasks<br />ü     Complex projects<br />ü     Fear of failure<br />ü     Lack of interest<br />ü     Perfectionism<br />ü     Distraction, lack of focus<br />10/08/11<br />13<br />
  14. 14. Organize Your Time<br />The money hours<br />organize your day around the money hours – the hours when you can and should be talking with prospects and customers<br />handle non-revenue generating activities before or after the money hours<br />Prospecting hours <br />dedicate a certain percentage of money hours to prospecting<br />to increase the probability of reaching prospects, vary the time of day you prospect<br />schedule it, do it, love it <br />Follow-up <br />queue up and standardize your most frequently used follow-up pieces for easy production and distribution<br />document follow-up immediately – don't set it aside<br />Professional development <br />schedule non-money hours for sales skill development or improving industry and/ or product knowledge<br />understand the value of your time...<br />10/08/11<br />14<br />
  15. 15. Organize your Time<br />Sales days <br />be aware of the sales days for each month and quarter<br />know where you are in the sales timeline and plan accordingly<br />Sales stats <br />understand and track your sales stats so you can plan effectively<br />dials to contacts<br />contacts to qualified leads<br />qualified leads to proposals<br />proposals to contracts<br />contracts to customers<br />dials per hour<br />follow up calls per hour<br />follow up attempts before dropping <br />determine the value of each sales hour given your earnings level/ target<br />10/08/11<br />15<br />
  16. 16. Organize your Time<br />Extra time <br />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)<br />Productive down time <br />always have something to read... always... for flight delays, waiting rooms and lines<br />use drive time for sales development and phone calls (get a headset if you can)<br />The extra call <br />one extra call a day is more than 250 extra contacts in a year<br />remember time management basics...<br />Start early <br />not only for the day, but also for the week, month and quarter<br />start early on projects and sales appointments<br />10/08/11<br />16<br />
  17. 17. Organize your time<br />Plan ahead <br />look ahead to sales days around holidays, end of the month and end of the quarter and plan accordingly <br />be aware of the sales "timeline" for your product – where you are in the month and where you are with the prospect<br />Respect time <br />your time, your prospect's time, your customer's time<br />professionals don't waste time and prospects and customers respect those who understand this... be punctual and be succinct<br />10/08/11<br />17<br />
  18. 18. Tips for Successful Time Management<br /><ul><li>Doing things with concentration, dedication conflicts and commitment and not in a careless manner.
  19. 19. Trust others and distribute works to others
  20. 20. Never think about unnecessary things and never interfere in others matters
  21. 21. Postponement of planned events is an avoidable bad habit
  22. 22. Breakdown your goals into smaller task with manageable steps
  23. 23. Be punctual
  24. 24. Hurrying up is to always the best way of doing a thing faster
  25. 25. Don’t forget or misplace things
  26. 26. Use a calendar/ Get organized</li></ul>10/08/11<br />18<br />
  27. 27. Imagine the luxury of having more time<br />To spend with your family<br />To go on that “special” vacation<br />To take up a new hobby<br />To read that latest, popular book<br />Or just to relax and live a little.<br />All of this is possible but you must use time management techniques to organize your personal and business activities<br />10/08/11<br />19<br />
  28. 28. Final Word on Time Management<br />PAY<br />Prioritise your<br />Activities by<br />Yield<br />10/08/11<br />20<br />
  29. 29. END<br />