Time Management for Sales People

Overview

Many Time Management approaches are task-driven and as a result, we tend to over-schedule the day. We feel frustrated if we do not find time for important work tasks, a colleague, a family member, a friend, or indeed ourselves. This can lead to stress and underperformance.

This course provides practical Time Management techniques and attendees will examine these in the context of their current professional sales roles. During the workshop, attendees will work on real planning, scheduling and actions that they can apply immediately after the course.

Who Will Benefit From This Course?

• Professional salespeople
• Those providing consultancy services to customers
• Anyone with a major role in supporting the sales process

Learning Outcomes:

• Identify their roles and the important activities they should focus on
• Plan and schedule to reduce ‘Fire-Fighting’ and stress
• Identify tools and techniques to make better use of their time
• Prioritise tasks, delegate where necessary and set realistic goals
• Improve Resilience and Self -Actualization

Content

Introduction

• Principles of Time Management
• The Urgent/Important Matrix (Covey Principles)
• The Importance of Planning

Identifying What Is Important

• Identifying Roles and Priorities
• Setting Key Goals (Putting First Things First)

Getting Things Done: Practical Personal Techniques

• Building A Personal Framework
• Ensuring Key Goals are Completed
• Managing Routine Tasks & Procrastination
• SMARTER Goal Setting

Getting Things Done: Working with Others

• Effective Delegation & Empowerment
• Handling Interruptions and Workflow
• Making the Most of Meetings

Your Market Approach: Taking Time to Plan

• Juran’s Truth
• Value Statement Libraries (Covey Quadrant 2 Planning)
• Understanding your Impact Selling Points
• Articulating the Value of Products

Working Effectively and Efficiently

• Effective use of CRM
• Planning Sales Activities Efficiently
• Using “Qualification” to create More Time
• Managing Your Sales Activity