Successful salespeople use their time wisely. They don't waste it on poor prospects, redundant activities or useless routines. This book gives you the necessary tools to better manage your time and territory.
What is your time worth? Divide the number of hours you work by your income and you have it. What you are being paid for each hour of your day. Want to increase the number? Work longer hours or get better results from the hours you work. Simple enough? Yes and no. This book will give you the principles, tools, attitudes and techniques to increase your hourly value – thus your income.
The truth about time. For over 25 years I have been surveying audiences and clients the numbers have been consistent for all of that time. The question: How much of your total work time are you spending actually selling – on the phone or in person? This does not include:
-writing letters to prospects
-solving after sales problems
-travel time
-paperwork
-meetings
-proposals
Your answer:________________
My personal research over the years shows the typical salesperson spends 10-20 percent of their time selling and 70-80 percent doing everything else. Isn’t it amazing that you can earn an income in sales spending less than 30 percent of your time selling? Imagine what you could do to your results and income if you could increase that number only 10 percent? How about 20% or even more?
Territory management and effective time use is a function of many skill and attitude; prejudices, attitudes, habits and personal philosophies. No one can manage time. If a person has a “time management” issue or problem it is most likely due to a weakness or lack of ability in some other area of their life i.e. managing - resources, people, decisions, problems, emotions, failure, activities, success etc.
In order to improve ultimate time effectiveness you must identify these tendencies, attitudes or weaknesses and then develop skills and attitudes to address and overcome them. You can’t improve time use, it is a nebulous concept. I challenge anyone to manage the next minute or hour. Can’t be done.
The only purpose of this book is to help you identify the attitudes, strengths, weaknesses, prejudices you have about time and management of your territory and give you the ideas and tools to improve or change. It will also help you:
-learn to get better use from the time you have at your disposal
within the framework of your personal values, needs,
responsibilities and roles.
-master new skills that will permit the better management of time
and related challenges.
Effective time use can not be learned only in a seminar. The ideas, concepts, approaches and attitudes that impact a person’s use of time will only change when you – self-discover the need for necessary changes – and then integrate these new skills and attitudes into your regular roles, responsibilities and philosophy.
I also urge you to purchase a three ring binder to record your answers to the many questions and the insights you have as you move through the various topics.
Excerpt
What is prime time? It is that time of the day, week or month when you are at your best. Are you a morning person? Late night person? Other? Does your energy fade during a certain time of the day or week?
How about your Prime Time PLUS- This is that combination of time when you are at your best and your customers/prospects can see you. For example if you are a morning person and a client/prospect wants a conference call in the morning- this is your Prime Time Plus. However if you are an afternoon person (your energy, creativity, imagination) peaks in the mid afternoon and you are not at your best in the early morning and a prospect wants a meeting in the morning this is not your Prime Time OR your Prime Time Plus. The key is to schedule critical sales activities during Prime Time Plus and non sales activities during you non Prime Time Plus.
What is your Prime Time?
What is your Prime Time Plus?
-Attitudes and time/territory management
What are some common time/territory management attitudes?
1.There is always tomorrow.
2.There is never enough time to do a good job.
3.I have too much on my plate.
4.There are too many demands made on my time.
5.There is too much paperwork.
6.I don’t have enough time to waste time on good/bad prospects.
7.My geographic territory is too large.
8.I have too many prospects/customers.
9.I don’t have anyone to delegate to.
10.I have to do it myself if it is going to be done right.
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