Time Management

1
Time Management

• A Salespersons System
• That Actually Works

2
Why You Need to Plan Your Time

• Salespeople let time rule them
• Most salespeople get lost in busywork
• If you spend too much time administering, you
  will go broke
• Time is the most important asset a salesperson
  has
• Planning forces you to understand whats
  important--selling

3
What do you have to plan for?

• Most salespeople only have four functions they
  must perform
• Prospecting and selling
• Processing/administering orders
• Attending sales meetings
• Networking
• Anything else is wasted time. OK, usually sales
  meetings are too, but you have to attend.

4
Step One Determine Priorities

• Of the four functions, what are their order of
  importance?
• Prospecting/Selling
• Networking
• Processing/administering
• Attending sales meetings

5
Step two Determine how long each takes

• How many hours per week does each function
  requireor how many hours can you devote to each?
• Sales meeting 1 ½ hour per week
• Networking 2 organizations, 2 1/2 hours each
• Processing/administering 8 hours
• Selling/Prospecting 40-14 ½ hours25 ½ hours a
  week to prospect and sell over 5 hours per day

6
Step Three Evaluate where your are

• Be honest
• Do you really spend 5 hours a day in
  prospecting and selling?
• What other functions do you do during the
  week?
• How much time do you waste?
• What would you income be if you really
  spent 100 hours a month prospecting and selling?

7
Step four Start your weekly calendar
8
Step Five Select Colors

• Determine what your colors for your calendar will
  mean
• Brown fixed items that cannot be rescheduled
• Red Items that dont make you money
• Processing/administration
• Green Prospecting and selling time
• Blue set times to return callscalls may be
  sales or administrative
• Yellow time to take care of personal items

9
Step six Add Must do items
10
Step seven Add best sales hours
11
Step eight add 8 hours of processing/admin
12
Step nine cheat and add 3 hrs personal time in
yellow
13
Step eleven fill in 1 hour each day to return
calls in blue
14
Summary

• Administrative time is balanced throughout the
  week
• You have 25 ½ hours per week selling time PLUS 2
  ½ hours networking
• Phone calls are returned everyday at the same
  time so customers know when you will call
• Be flexible, but dont cut your selling time short