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The Seventh Time Management Secret: Create Systems!
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The Seventh Time Management Secret: Create Systems!
by Dave Kahle
10 Secrets of Time Management for Salespeople
Title Page
Copyright Page
Table of Contents
Introduction: It’s a Daily Battle!
Benefits of smart time management
Obstacles in the way
Introduction to the 10 secrets
The First Time Management Secret: Get Grounded!
A mindset that provides energy for your efforts
How do you get the More mindset?
The basic time management strategy
Crystallizing your values
Start with a list
Why bother?
The Second Time Management Secret: Think About It Before You Do It!
The planning cycle
Annual planning retreat
Quarterly planning sessions
Monthly planning sessions
Weekly plans
Daily plans
Pre-call review
Post-call reflection
The Third Time Management Secret: Think Right!
Thinking processes for effective time management
Analyzing
Prioritizing
Planning
Imaging
Reflecting
The Fourth Time Management Secret: Prioritize Your Customers and Prospects!
Why you get better results by focusing on a few high-potential accounts
Defining high-potential
Determining potential
One level deeper
Calculating partnerability
Measuring partnerability
Putting the two together
Rating QPC
Developing ABC categories
The Fifth Time Management Secret: Stay on Top of the Flow!
1. Constantly reprioritize
2. Stay close to the money
3. Prepare to make good use of uncontrollable downtime
4. Don’t always immediately react
5. Qualify and prioritize every opportunity
6. Learn to say no
The Sixth Time Management Secret: Clean out the Gunk!
Salesperson’s gunk
How to de-gunk your routines
Preventing future gunk buildup
The Seventh Time Management Secret: Create Systems!
Managing information
Customers and prospects
Competitor files
Tickler files
Product files
Other files
Systems thinking
The Eighth Time Management Secret: Stick to an Effective Sales Process!
Benefits to using a sales process model
The Target System
Using the sales process as a time management tool
For a new product or service introduction
Multiple projects in a single customer
The Ninth Time Management Secret: Nurture Helpful Relationships!
For what tasks can you enlist help?
Who can you enlist to help?
Continually seek things to download
Sell everyone
Download well
The Tenth Time Management Secret: Stay Balanced!
Life sails for the salesperson
Life keels for the salesperson
In balance
About the Author
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Prev
Previous Chapter
Salesperson’s gunk
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Next Chapter
Managing information
The Seventh Time
Management Secret:
Create Systems!
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