Time is the salespersons #1 asset. It’s also a “depleting” asset. We can’t “recapture” time.

Insight: “You can’t manage time; you can only prioritize & manage your activities and what you do with your time.”

How we spend our time is most critical.

We’ll share 3 major components of Time/Asset Management.

1. Organization:

• What activity needs to be planned & prioritized in order to reach your personal/sales/income goals…. weekly and daily?

2. Action:

• Focus on “behaviors” which produce your desired results—while also addressing distractions, low priorities and time wastersthat “steal” our valuable time away from sales. (Make a “contract” or agreement with yourself to stay focused on what activities & action steps get you results.)

3.Evaluation:

• At the end of the week: Evaluate your “achievements.” What behaviors and techniques allowed you to achieve your weekly goals?
• What, if any, problems or setbacks did I encounter? How will I address/overcome them ?
• Did I make the “right choices” with my time this week?
• What can I learn from this week to be better Organized next week & the week after?

The “Pay-Off.”  When you follow these 3 step components, every week…you will see an increase in your productivity and ultimately, your results.

It’s like a “Blind Date.” You “Hope” you won’t be disappointed and you “Hope” it might “Work Out.”

Let’s face facts; you’re frustrated because it’s difficult in this 4% unemployment economy-you’ve done some work. Like:

·        You (or HR) have a Sales position job description.

·        You’ve advertised your sales opening.

·        You’ve looked at countless resumes …who have “experience” in sales, but not quite the experience you need for your unique sales role or market.

·        You’re unhappy because you’ve interviewed people who you “liked” but…you’re not sure. You’re not even sure or confident in your interviewing skills (FYI- only 5 % of managers have had any interviewing training—you’re not alone.)

·        You are “subjective” and follow your “gut instinct” when interviewing—“After all, they were likable & they have a great personality… AND…I’d buy from them.”

·        Poor hires have cost you a good amount of money in the past, not to mention lost time and lost opportunities.

·        You’re tired of “being sold” by sales candidates…who, once hired, don’t produce like they said they could in the interview.

·        You’ve heard about Sales hiring assessments, maybe have even used a personality test in the past, without much success. It didn’t really focus sales capabilities like sales skills & competencies, Sales DNA, Sales development or questions to probe in an interview.

Let us share solid, data driven information about the #1 Sales Hiring Assessment from our Partner, Objective Management Group. 

Click here: To Explore the Data and Science of Salesforce Selection

Today’s decision makers are busier than ever, many are doing “more” with less.

Fact:

Decision Makers face ever-escalating “unrealistic” expectations to do more, do better, be faster!!!

Many are: Too Busy to: Deal with problems that haven’t YET reached the “crisis stage”

The result?

In a world of procrastinators, there always appear to be delays or excuses (often times in the summer, prospects tell salespeople that they’ll address something after they’re back from vacation). These delays are frequent as holidays (like Labor Day) approach, as it is convenient for the prospect to procrastinate, “with the holiday approaching…” 

Here’s a quick, effective way to help move deals forward and overcome prospect delays.

Background: many times, joint calls become a “circus show” of show and tell; or someone trying to dominate the conversation. Some reasons typical joint calls end in confusion are:

• No pre-meeting plan
• Uncertainty of each person’s role & responsibility (sales manager & salesperson)
• Poor “post meeting” debriefing, inconsistent follow up and “uncertain” agreed to “next steps.”

The Steps to Success:

Time management is an essential skill, and hour blocking is a powerful way to master this skill.You can use it to block off hours in your schedule and get more things finished. It enables you to take control of sales priorities and tasks each day.

Follow this process to take advantage of this valuable technique:

BEFORE YOUR TEAM SPENDS TOO MUCH WASTED TIME…..Are they “real” and are they moving forward…..do you know….do your sales people know?  How do they know? Here are a few fail-safe tactics:

It is Too expensive

1.      As compared to?

2.      How do you mean?

3.      In relation to?

4.      Tell me why do you say that?