A one-day workshop
The principles of effective time management are applicable to all aspects of life. When successfully applied in a sales environment they can lead to improved performance, higher sales and increased customer satisfaction. All salespeople would benefit from learning the tools and techniques to introduce impactful time management to their working lives.
We have developed this programme to be practical, fun and interactive. Participants will better understand how to increase the amount of time spent on high-value sales activities, be able to improve their self-motivation and ability to get more done, and be better able to plan, delegate and speed up routine tasks.
- Learn key principles of managing sales priorities, meeting targets and getting ‘everything’ done!
- Learn proven techniques for structuring your day, week and normal routine
- Develop effective sales time management at the office and on the road
- Learn a seven-step process for setting goals and objectives in your work and personal life
- Understand how to make time for sales prospecting, designated call days
- Understand practical ways to improve your time management
Expert trainer
Graham specialises in providing high-quality consultancy, coaching and training in sales and business development, sales management, customer service and personal productivity. Over the last twenty years he has personally trained or coached over 30,000 business professionals. He is a member of the International Institute of Coaching and a qualified NLP Master Trainer.
Session outline
1. Key principles of sales time management
- Course objectives and review of time log
- Essential principles of sales time management
- How do you use your time now?
- Reviewing your working day (from pre-course survey)
- Beliefs and feelings about time
2. Managing sales priorities and planning systems
- Managing priorities and planning systems
- Use organised persistence to plan your sales activity
- Planning your territory and prospecting activity
- How to use priority ratings not urgency to react to tasks
3. Dealing with distractions and communication skills
- Know your time ‘bandits’ and creating more positive habits to overcome them
- Making time by saying ‘no’ assertively and managing expectations
- Assertiveness techniques for handling colleagues and clients
- Making meetings worthwhile – preparation and planning
4. Sales goal setting and action planning
- Set clear, concise, and motivating sales goals and action plans
- How to set and use goal setting as way of managing your time and increasing results
- The principles of linking SMART objectives to action plans and daily activities
5. Creating results focus – every day, week, and month
- Batch sales tasks together, starting with emails
- Planning your day and week and protecting sales ‘prime’ time
- Apply the 80/20 to your sales contacts, clients, and prospects
6. Overcoming procrastination and structuring your day
- Understanding procrastination, what it is and how to recognise it in yourself and others
- How to stop procrastinating and start making progressing
- Build a power prospecting hour into every day
- Smart stuff to make more sales time: five automated tools
- Live the $64,000 dollar question
