Time Management Strategies for Sales Professionals™

Much more than simple task management and prioritization

Time Management Strategies for Sales Professionals™ 2017-08-18T11:56:28+00:00

Time Management Strategies for Sales Professionals is much more than simple task management and prioritization. Sales professionals today are responsible for so much more than selling. This program gives you the techniques and tools necessary to gain extra hours of selling time per week and dramatically improve your overall sales results.

Studies have shown that the average sales rep spends less than 22% of their workweek with clients. How do you think you and your team compare?

Learning Objectives

This program teaches you how to:

Module Descriptions

Module Descriptions Overview

  1. Taking Control of Your Workweek
  2. Identifying Your Highest Professional Priorities
  3. Organizing Around Your Highest Priorities
  4. Advanced Task and Activity Management
  5. Winning the Inner Game of Selling
  6. Maintaining Your Motivation and Focus
  7. Managing Your Territory and Account Base
  8. Planning and Tracking Your Prospecting Activity
  9. Making the Most of Every Customer Interaction
  10. Increasing Your “Sales Capacity”
  11. Maximizing Return-On-Time-Invested
  12. Time Management Secrets of Top Performers

Taking Control of Your Workweek

  • The truths of time management
  • “Investing” more and “spending” less time
  • The difference between “urgent” and “important”
  • Assessing how you currently allocate your time
  • Leveraging the Sales Excellence Time Tracker

  • Sales Tool: Sales Excellence Time Tracker

Identifying Your Highest Professional Priorities

  • Establishing and ranking your professional priorities
  • How priorities determine your performance
  • Finding your best opportunities for investment
  • Linking your activities to your highest priorities
  • Identifying where to allocate more or less time

  • Sales Tool: Priorities and Activities Worksheet

Organizing Around Your Highest Priorities

  • The concept of compartmentalization
  • Leveraging the “Exclusive Block” of time
  • Learning to use “Time Containers”
  • Making time for planning and preparation
  • Planning your workweek for maximum effectiveness

  • Sales Tool: Weekly Planning Template

Advanced Task and Activity Management

  • Understanding all your tasks and activities
  • Task and activity management
  • Using task management consistently
  • Keeping your inbox from being your task list
  • Collecting, processing, organizing, reviewing, and doing

  • Sales Tool: Advanced Task Management Template

Winning the Inner Game of Selling

  • How your attitude determines your sales results
  • Putting fear and trepidation into perspective
  • Winning the battle against procrastination
  • Developing confidence in what you sell
  • Developing your own self-confidence

  • Sales Tool: Best Practices: Winning the Inner Game of Selling

Maintaining Your Motivation and Focus

  • Understanding where motivation comes from
  • Using multiple forms of external motivation
  • How to tap your own internal motivation
  • How focus makes you more effective in everything
  • Being motivated and focused every day

  • Sales Tool: Daily Motivation and Focus Planner

Managing Your Territory and Account Base

  • The foundation of time and territory planning
  • Segmenting your territory and accounts
  • Identifying potential within territories and accounts
  • Establishing standard practices for account development
  • Developing a yearly, monthly, weekly sales plan

  • Sales Tool: Yearly, Monthly, and Weekly Sales Planner

Planning and Tracking Your Prospecting Activity

  • Minimizing the effects of the prospecting roller coaster
  • Translating results goals into activity goals
  • Reverse planning and sales activity planning
  • Tracking your sales activity and results
  • Leveraging your tracked data to drive improvement

  • Sales Tool: Business Development Tracking Tool

Making the Most of Every Customer Interaction

  • Customer interactions that move deals forward
  • Turning initial conversations into meetings
  • Converting meetings into engagements
  • Pre-meeting planning and preparation
  • Structuring and closing sales opportunities

  • Sales Tool: Pre-Meeting (Pre-Call) Planning Tool

Increasing Your “Sales Capacity”

  • What is “sales capacity” and how is it measured
  • Using systems, tools, and processes
  • Standard practices to improve efficiency
  • Using your internal team to help you sell more
  • Mastering delegation and team work

  • Sales Tool: Leveraging Sales Resources Worksheet

Maximizing Return-On-Time-Invested

  • Increasing your “deal count”
  • Growing your average deal size
  • Accelerating the velocity of sales opportunities
  • Increasing “pipeline turns” to maximize throughput
  • Improving your win-rate and forecast accuracy

  • Sales Tool: Maximizing Pipeline Performance Worksheet

Time Management Secrets of Top Performers

  • Leverage the time that other salespeople waste
  • Avoid the most time-consuming behaviors
  • Learn how to protect yourself from time stealers
  • Develop the attitude of a “master of your time”
  • Invest in your own professional development

  • Sales Tool: Twelve Best-Kept Secrets of Time Managment

On-Site & Live Virtual Workshops

We offer all our sales programs as on-site classroom or live virtual classroom training. Both methods include custom-tailored modules. You can download the module description PDF below or read about them in the content to the left.

Time Management Strategies For Sales Professionals PDF Download

 Download the PDF Full Course Description

Onsite & Online Workshops

We offer a 1,2, or 3-day onsite training program or you can choose to train through the eWorkshop series. Both methods include 12 modules. You can download the module description PDF below or read about them in the module descriptions below.

Time Management Strategies For Sales Professionals PDF Download

 Download the PDF Full Course Description

Module Descriptions

Module Descriptions Overview

  1. Taking Control of Your Workweek
  2. Identifying Your Highest Professional Priorities
  3. Organizing Around Your Highest Priorities
  4. Advanced Task and Activity Management
  5. Winning the Inner Game of Selling
  6. Maintaining Your Motivation and Focus
  7. Managing Your Territory and Account Base
  8. Planning and Tracking Your Prospecting Activity
  9. Making the Most of Every Customer Interaction
  10. Increasing Your “Sales Capacity”
  11. Maximizing Return-On-Time-Invested
  12. Time Management Secrets of Top Performers

Taking Control of Your Workweek

  • The truths of time management
  • “Investing” more and “spending” less time
  • The difference between “urgent” and “important”
  • Assessing how you currently allocate your time
  • Leveraging the Sales Excellence Time Tracker

  • Sales Tool: Sales Excellence Time Tracker

Identifying Your Highest Professional Priorities

  • Establishing and ranking your professional priorities
  • How priorities determine your performance
  • Finding your best opportunities for investment
  • Linking your activities to your highest priorities
  • Identifying where to allocate more or less time

  • Sales Tool: Priorities and Activities Worksheet

Organizing Around Your Highest Priorities

  • The concept of compartmentalization
  • Leveraging the “Exclusive Block” of time
  • Learning to use “Time Containers”
  • Making time for planning and preparation
  • Planning your workweek for maximum effectiveness

  • Sales Tool: Weekly Planning Template

Advanced Task and Activity Management

  • Understanding all your tasks and activities
  • Task and activity management
  • Using task management consistently
  • Keeping your inbox from being your task list
  • Collecting, processing, organizing, reviewing, and doing

  • Sales Tool: Advanced Task Management Template

Winning the Inner Game of Selling

  • How your attitude determines your sales results
  • Putting fear and trepidation into perspective
  • Winning the battle against procrastination
  • Developing confidence in what you sell
  • Developing your own self-confidence

  • Sales Tool: Best Practices: Winning the Inner Game of Selling

Maintaining Your Motivation and Focus

  • Understanding where motivation comes from
  • Using multiple forms of external motivation
  • How to tap your own internal motivation
  • How focus makes you more effective in everything
  • Being motivated and focused every day

  • Sales Tool: Daily Motivation and Focus Planner

Managing Your Territory and Account Base

  • The foundation of time and territory planning
  • Segmenting your territory and accounts
  • Identifying potential within territories and accounts
  • Establishing standard practices for account development
  • Developing a yearly, monthly, weekly sales plan

  • Sales Tool: Yearly, Monthly, and Weekly Sales Planner

Planning and Tracking Your Prospecting Activity

  • Minimizing the effects of the prospecting roller coaster
  • Translating results goals into activity goals
  • Reverse planning and sales activity planning
  • Tracking your sales activity and results
  • Leveraging your tracked data to drive improvement

  • Sales Tool: Business Development Tracking Tool

Making the Most of Every Customer Interaction

  • Customer interactions that move deals forward
  • Turning initial conversations into meetings
  • Converting meetings into engagements
  • Pre-meeting planning and preparation
  • Structuring and closing sales opportunities

  • Sales Tool: Pre-Meeting (Pre-Call) Planning Tool

Increasing Your “Sales Capacity”

  • What is “sales capacity” and how is it measured
  • Using systems, tools, and processes
  • Standard practices to improve efficiency
  • Using your internal team to help you sell more
  • Mastering delegation and team work

  • Sales Tool: Leveraging Sales Resources Worksheet

Maximizing Return-On-Time-Invested

  • Increasing your “deal count”
  • Growing your average deal size
  • Accelerating the velocity of sales opportunities
  • Increasing “pipeline turns” to maximize throughput
  • Improving your win-rate and forecast accuracy

  • Sales Tool: Maximizing Pipeline Performance Worksheet

Time Management Secrets of Top Performers

  • Leverage the time that other salespeople waste
  • Avoid the most time-consuming behaviors
  • Learn how to protect yourself from time stealers
  • Develop the attitude of a “master of your time”
  • Invest in your own professional development

  • Sales Tool: Twelve Best-Kept Secrets of Time Managment

Delivery Options

onsite classroom training

On-Site Classroom

A customized program between one and three days with discussions, small group exercises, and tailored role plays.

virtual classroom training

Virtual Classroom

A live, instructor-led classroom experience to individuals or teams anywhere in the world without travel costs.

online learning

Online
Learning

Self-paced HD-video eLearning modules for asynchronous learning and reinforcement.

train the trainer

Instructor Certification

Become certified to teach this program through our Train the Trainer program.

Interested in this topic?

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