Time Management Tips for Sales Pros “Fall down seven times. Stand up eight.� Japanese Proverb
Productivity Partners, Inc.
913-649-0878
888-482-2688
According to 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 If you’re in sales, this statement isn’t a surprise to you. Simply put, the current business climate demands you work smarter, not harder. It’s about being organized enough to put your best food forward in order to close business. Sales pros rarely disagree when I say that time management is not only important, but a critical core competency for being successful. When I break down the most important components, here’s what I find. • Prioritize. Shifting priorities and huge workload have become the norm in most organizations. Being able to shift quickly can mean gaining the competitive advantage. But it might also leave an employee feeling confused and overwhelmed. To remain flexible, re-visit your priorities several times during the day. Try working on them first thing in the morning BEFORE accessing email. This approach is effective but difficult because we tend to respond to the urgent feeling email leaves us with. Your time management habits should support your ability to focus and proactively seek working on what’s important. It’s not about working with any customer or prospect, but the right customer or prospect. Otherwise you’re wasting time and opportunity. • Process. Selling is a process that requires being effective (doing the right thing) and efficient (at the right time). And that’s what time management is about. But the first rule is to overcome personal disorganization. How do you handle all the incoming information? Is the pile on your desk stressing you because you fear something might have fallen through the cracks? Can you access electronic and paper-based information quickly and easily? Paper and time management are interconnected, so 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 even better because little shifts can make a huge difference in improving productivity and results, while reducing stress levels. • Proceed. ‘Hope is not a strategy’ is one of my favorite book titles. The sentiment is also true for improving your time management skills. Action is what 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…well…a hopeful state. Begin NOW. Don’t’ be a slave to poor time management habits. They’re in your control…you just need to sell yourself on the benefits!
© 2005 Cynthia Kyriazis
Productivity Partners, Inc.
913-649-0878
888-482-2688
Productivity Partners, Inc. specializes in helping employees overcome the 24/7 time management and organizing challenges they face in order to improve performance, increase productivity and reduce stress.
PPI assists individuals, teams, and entire companies in gaining confidence and control when it comes to paper, information, time, space and choice management. Offerings include: Onsite workshops Online workshops or webinars Assessments Coaching Consulting Presentations Products
Cynthia Kyriazis started her business in 1992 after 25 years experience in multi-unit operations management. She is an organizing and time management coach, consultant, trainer, speaker and author. Cynthia is past Secretary of the National Association of Professional Organizers (NAPO), 2008 President of the International Society for Performance Improvement-Kansas City chapter (KCISPI), a national speaker, and consultant to the American Coaching Association. Cynthia can be reached at Cynthia@ProPartnersInc.com www.ProPartnersInc.com www.Moveyourmindset.wordpress.com Linkedin.com/in/propartnersinc Twitter.com/ProductiveYou GoogleMe Productivity Partners, Inc.
913-649-0878
888-482-2688