Effective Time Management Tips For Salespeople

Howie — Mon, 28 Sep 2009 15:05:13 +0000

Getting a salesman to plan his time is regarded by many sales executives as the one of the major problem in sales management. Why is time management and planning so important for sales? The answer lies in today’s rising costs, in the midst of hot competition and the obvious decline in the face-to-face selling time.
Setting a time budget :
Setting a time budget is a task that requires joint effort by the management and the salesmen. The sales manager and his field managers are accountable for a salesman’s productivity, so they have the responsibility of ensuring that the salesmen manage their time well. At the same time, it is also the duty of the salesman must also plan his time wisely.
Since it is not possible for a salesman to be under constant supervision, he has to be independent and flexible. A sales person’s day is rarely ever routine, for instance, one customer may keep him waiting in the reception room longer than expected or may cancel the appointment after the salesman has arrived at his office, or spend a half hour airing complaints.
All time management does is, create a proper environment for the sales man to utilize his time well. It is designed to get him face-to-face with as many prospects and customers as possible. This does not mean he will work harder; but only that he will work smarter.
The ability to plan well is a big asset to any sales person and it is essential for a successful salesman to also be a good manager, in order to manage himself, his home, his job and a segment of a sales territory.
Controlling a time budget :
The first step in controlling a time budget is the periodic analysis of the call-reports and time charts. The salesman should get a copy of this analysis to help him improve time management skills. Call reports are to be routinely scanned and filed, too many call-reports, however don’t serve any real purpose.
The first thing a sales manager should teach his sales men about effective time management is the appropriate hours to make sales calls and whether a prospective customer should be dealt with over the phone or face to face. This basic knowledge could save a sales man a lot of time and resources.
Some companies use their marketing service staff to assist the regional and branch managers in directing salesmen to manage their time more efficiently. Some others grant clerical help in field offices to reduce the amount of paper work. Many firms provide audio-visual equipment to create more persuasive sales presentations to make the most of the precious three or four hours of face to face interviews with potential customers each day.
The amount of time a salesman delegates for travel and work depends on various factors such as the management’s knowledge of the sales territory, the present and prospective accounts, traffic conditions, etc. All of the salesman’s plans must be flexible because the workload and territorial boundaries may very from time to time. Managers cannot afford to work entirely at their desks, using control maps, it is important that they get into the territory, not only to make logical alterations but also to bolster the salesman’s morale and to make sure he values the plans that he is expected to follow.
The way in which a salesperson should plan his time is not too different from how people from other professions should manage theirs. It is only a matter of priority, since certain tasks are best accomplished within a particular time period than others. It is therefore essential that salesmen be sold on the need to plan well.

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Another great resource for time+management:Creating and Writing Your Blog

Time Management – The Key To Opening Success In Your Life

Howie — Sun, 27 Sep 2009 18:34:55 +0000

Focus is a key component when it comes to time management. Loss and gain can be achieved when it comes to implementing the use of time management. Many individuals have heard of the “Pareto Principle”. Perhaps you have not heard this term used? It is the same as the “80:20 Rule”. This little rule actually makes a lot of sense when it comes to time management. It states that when an individual puts forth the effort to do something, and it is not managed appropriately in the terms of “time”, 80% of that activity will only produce approximately 20% of the results intended. Then, if you flip the coin, and do something that is managed appropriately in the terms of “time”, then it will produce 80% of the results with only 20% of effort put into it. This rule clearly outlines the fact that time well managed is time that is more productive.
Many individuals fail in the area of time management simply because their perception of this concept is out of line with what is appropriate. These individuals often view time management as a restrictive set of rules that must be adhered to or less negative consequences will arise. When this type of outlook is taken, it often results in failure. While it is important to understand that there are many core essentials when it comes to time management, these are not meant to be negative, but constructive. Some of the core essentials include scheduling time as appropriate and necessary, setting goals that are relative to the outcome that you wish to achieve, creative planning, and being able to prioritize appropriately.
When it comes to being successful in time management, it is important to know and understand that certain skills are required in order to succeed. Not only are these skills important to the success of time management, but they are also important when it comes to growing as an individual. These skills include the following:
- The ability to make decisions
- A high level of emotional intelligence
- Skills in critical thinking
- Multitasking skills
If you have a good grasp on the skills mentioned above, you are more likely to succeed when it comes to time management skills.
Time management can be included in every single aspect of your life. It is important to appropriately balance both your personal and professional life when attempting to manage your time. If you make a point to do this, you will be much more effective in every area. Many do not realize that it is actually necessary to take the time to make sure that there is a delicate balance between their personal time, as well as their professional time. If you manage one, the other will simply fall into place. Just remember, the secret to managing your time does not rest in the ability to stay busy, it rests in the ability to produce results in every single aspect of your life!
There are generally six areas that personal and business coaches focus on when individuals seek professional assistance for time management development. These areas include the following:
1. The Physical
2. Social
3. Career
4. Intellectual
5. Spiritual
6. Emotional
If you are attempting to increase your time management skills, it is important that you focus on these six areas as well. By doing so, you will find that it is relatively easy to accomplish all that you set out to each and every single day.
The following details steps that you can take in order to get a better grasp on your time:
1. First, it is always important to plan in advance. At the bare minimum, it is important that you carefully outline the things that you must do each day, prior to starting your day.
2. When planning your day, it is essential that you prioritize your tasks.
3. If you must, keep a detailed list of the things that you must complete during the day in order to ensure that you do not lose track of your time.
4. Learn to say “no” to commitments that you find will hinder your productivity and time.
If you follow the tips listed here, you will soon find that managing your time is a simple task.

Kevin Sinclair is the publisher and editor of My-Personal-Growth.com, a site that provides information and articles for self improvement and personal growth and development.
Another great resource for time+management:VideoProfessor

How To Spend Time » Manage Time

Effective Time Management Tips For Salespeople

Time Management – The Key To Opening Success In Your Life