Time Management for Maximum Sales Productivity™
In the profession of selling, time is our most precious resource. Time is the currency with which we purchase our success. So, to maximize our sales results, we have to spend it well. The key is invest our time and effort where it is most likely to produce the greatest return while minimizing the time we spend on any activity that doesn’t lead directly to short-term and long-term success.
- Learning Objectives
Learning Objectives
After completing this course, participants will know how to:
- Identify and accept those things that happen everyday which you can control as well as those that you can’t.
- Distinguish the daily activities and tasks that lead toward closing business from those that don’t.
- Develop a territory plan, key account plans, and individual opportunity plans that keep you focused on being productive instead of just being busy.
- Establish both short-term and long-term goals as well as a renewable 90-Day Plan of Action designed to help you move toward the achievement of those goals.
- Evaluate your current sales portfolio (pipeline) so you can invest more of your time in the opportunities that warrant the investment and less time on those that don’t.
- Develop the habits of consistent follow-up and follow-through that keep sales opportunities moving toward closure while shortening sales cycles.
- Compartmentalize your work week to ensure you invest your time in the “important” activities and tasks that lead toward your goals as opposed to being consumed by the activities and tasks that are simply “urgent.”
- Effectively delegate activities and tasks that can and should be done by someone else in order to maximize selling time and effectiveness.
… and much more!
- Workshop Agenda
Workshop Agenda – One-Day Format
Morning Session
Exploring the nature of tasks and time
Understanding what you can and CAN’T control (exercise)
Distinguishing the “urgent” from the “important” (exercise)
Mastering the fi ne art of delegation
Fostering a many-to-many customer relationship model
Utilizing time management tools and systems
Compartmentalizing your work week (exercise)Afternoon Session
How goals insure your success
“The factors” of sales success (exercise)
Managing the activity involved in closing sales opportunities
Mastering the fi ne art of follow-through
Sales activity and territory planning
Developing a 90-Day Plan of Action (exercise) - Delivery Options
Delivery Options
OnSite Workshop
Our Time Management for Sales Professionals™ program can be delivered at your offices or a facility of your choosing in either a full-day or half-day format. This lively and fast-paced workshop includes small group exercises and interactive discussions that lead to new ways of thinking and dozens of new techniques that participants can put to use immediately. Makes an ideal addition to an upcoming sales meeting, kick off, or conference.Web Workshop Series
The web workshop version of this program is a series of four (4) one-hour modules that can be delivered via web conference to groups of any size at a frequency that makes sense for you and your sales team. This delivery format gives participants a chance to digest and apply what they learn a little at a time making it perfect for companies with a distributed sales force who seek to reduce travel expenses as well as time out of the field. A series of monthly web workshops can be combined with an onsite workshop to create a blended learning solution that provides ongoing reinforcement for maximizing the application of the material presented.