Sales Time Management

Overview

This highly practical and interactive training course brings time management to life. It does this through short and interactive presentations, practical exercises with lots of tips, tools and techniques.

• Increase the amount of time you spend working on high-value sales tasks and activities.
• Improve your self-motivation and ability to get more done; increase your sales results.
• Be better able to plan, delegate and speed-up routine tasks.

Objectives

• Key principles of managing sales priorities, meeting targets and get ‘everything’ done!
• Proven techniques for structuring your day, week and normal routine
• Effective sales time management at the office and on the road
• A seven-step process for setting goals and objectives in your work and personal life.
• Making time for sales prospecting, designated call days
• Practical ways to improve your time management.

Overview

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

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

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 customers
• Making meetings worthwhile – preparation and planning

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

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, customers, and prospects

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