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Time Management for Sales Pros
According to a Miller Heiman 2003 Sales Effectiveness Study, over 60% of sales organizations are being pushed to increase results with reduced budgets and fewer salespeople compared to last year
Whether you are a sales rep or a sales manager this information is probably not a surprise to you. Simply put, the current business climate demands you work smarter and not harder. It's about being organized enough to put your best foot forward in order to close business. The sales professionals I work with sales pros who rarely disagree when I say that time management is not only important but a critical factor in being successful. When I break down the most important components, here's what I find:
Prioritize. Most sales professionals I work with have a clear understanding of their goals and priorities, but shifting priorities have become the norm in most organizations. Being able to change quickly can mean gaining a competitive advantage, but it might also leave the employee feeling confused and over-whelmed. To remain flexible, re-visit your priorities several times during the day. Try working on priorities first thing in the morning BEFORE accessing email. This is a much more effective approach, both long and short term. However it can be difficult to implement because we tend to respond to the urgent (email) first. Your time management habits should support your ability to focus and proactively seek working on what's important, because focus and importance shouldn't be on any customer and prospect but on the right customer and the right prospect. Otherwise you're simply wasting time and opportunity.
Process. Selling is a process. It requires being efficient (doing the right thing) and effective (at the right time). And that's what time management is all about. But the first rule of effective time management is to overcome personal disorganization. How do you handle all that incoming information? Is the pile on your desktop stressing you because you fear something might be falling through the cracks? Can you store, manage and retrieve electronic and paper-based information easily? Paper and time management are interconnected so having a roadblock in one area usually leads to a challenge in another. If your systems and processes are already in line, ask how you can make them better because little shifts can make a huge difference in increasing productivity and reducing stress.
Proceed. 'Hope is not a Strategy' is one of my favorite book titles. The same is true for improving your time management skills. It's action that makes the difference. Doing something that moves you forward helps you feel you have more control of your day and your workload. Just thinking about doing something is a waste of your time. Time that would be better spent overcoming roadblocks.
Don't be a slave to poor time management habits, cluttered desktops (and hard drives) and procrastination. Being successful means having more time to spend with your family and friends as well as pursue some of your own interests.
Copyright 2004 Cynthia Kyriazis. All rights reserved.
Cynthia Kyriazis is a Professional Organizer, trainer, consultant, speaker, coach and author with over 20 years management experience in multi-unit corporations. She is President of Organize it, Inc., an organizational consulting firm serving Fortune 500 clients since 1995. Cynthia has worked with over 150 companies and hundreds of professionals to help improve performance in the areas of time, information, space and electronic file management.
Cynthia has appeared in the Philadelphia Inquirer, Kansas City Star and the Legal Intelligencer. She currently serves as Secretary on the Board of Directors for the National Association of Professional Organizers (NAPO), member of the National Speakers Association (NSA), member of International Society for Performance Improvement - Kansas City chapter (ISPI-KC) and consultant to the American Coaching Association.
Time Management - Google News
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Busy, Busy, Busy
?busy, busy, busy, busy, busy?busy, busy, bus? OK, slap me with a wet diaper! Enough of that silliness. Most you know what I'm talking about though, right? That's us! Busy.
3 Ways To Do More With Less Time
We live in a world where more is expected of us every day.First there were fax machines, now email and cell phones.
Ending Procrastination: A New Look at the Old Demon
Do you believe that the best way to deal with procrastination is to "get tough" with yourself and "just do it?" Many people take this approach. What's behind it is the sense that procrastination is essentially a character flaw, a weakness, and that the only way to deal with it is to muscle past it through sheer will.
Do You Put a Value on Your Time?
As a small business owner, does the following paragraph sound familiar to you??"Other than doing the technical 'fix-its' with my computer?I do it all! I have found that this keeps me very limited in growing my business and taking on new clients. I wish I had someone to help but how can I justify hiring someone when I can do the work myself?when I have the time?"This is a very common issue for many small business owners.
Put a Couple of Elephants on Your Plate
How do you eat two elephants? The same way you would eat one; one bite at a time. Monstrous tasks often appear to be complex and overwhelming.
Have You Got a Minute?
Such an innocuous little phrase, yet when you are hard at work, really focused and engrossed in what you are doing this seemingly harmless request can be a nightmare distraction."The average American has 50 interruptions a day, of which 70% have nothing to do with work" W.
The Power of 90 Seconds
You can use the Power of 90 Seconds to transform your life. This power will allow you to:=> Prevent countless problems.
When Is Time Management Not Enough?
A working manager needs more than time management.That old saying, "Dance with the one that brought you to the ball," came to mind as I received a reality jolt recently.
Because Its Been Years Since Youve Seen a Blank Calendar
If you have ever missed an appointment, forgotten to pick the kids up from soccer practice, or lost a sticky note with an important phone number on it, this is your year to get organized. There is no better time than now to recommit ourselves to bringing some order to the chaos that is our modern lives.
Priorities: Dont Dry Your Dishes
Do your dishes really need to be dried, or could you just let the water evaporate? If you spend just 5 minutes per meal drying dishes, that equals a quarter of an hour per day, or 91 hours each year.Imagine spending almost four days in a row standing at the sink drying dishes.
Do You Have The Time?
Show me, O Lord, my life's end and the number of my days; let me know how fleeting is my life. Psalms 39:4.
Procrastination, the habit of putting tasks off to the last possible minute, can be a major problem in both your career and your personal life. Missed opportunities, frenzied work hours, stress, overwhelm, resentment, and guilt are just some of the symptoms.
Pacing Yourself Through Change
When is the Best Time to Plan Your Day?
When is the best time to plan your day? Well, everyone is different. Let's take a quick look at some of the different possible times:1) Early morning before you go to work.
Time is Money - Dont Waste It
"If you control your time, you control your life" - Alan Lakein (1973)Time is Money. Time is a precious commodity and everyone gets an equal share, but we use it differently.
Quick Tips On Time Management
Want to improve your time management?Edward W. Smith, motivational speaker, author and TV show host, who specializes in quick tips on how to move your life ahead even faster, offers the following advice.
The Laundry Has Never Been More Fun Or The Pitfalls To Working At Home
As a home-based, self-employed woman, mundane tasks can be as compelling to me as chocolate. Laundry.
Peace Of Mind At The Workplace
Work brings together people of different characters and behavior, and this often causes friction, resentment and stress. Sometimes the boss is too demanding, colleagues may be unpleasant, there might be too much work or the working conditions may not be comfortable.
How To Pack 48 Hours Into Your Day
Too much to do, too little time, constant stress. Most of us have been there.
Time Management: Set Yourself Up For Success
Any habit of mind or body that interferes with taking decisive action contributes to your tendency to procrastinate. Think about your good habits and the environment that leads you to be most productive.
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