Date: On Demand (access any time)
Investment: $285 per person
(Discounts for multiple participants)
INCLUDES: One-on-One Telephone Coaching
The good news is that as a sales person you are given an incredibly valuable resource at the beginning of each day, the bad news is that every single other person in your field of work is also given this VERY SAME valuable resource, the GREAT news is that if you can use this valuable resource wisely you will be amongst the top 10% of sales people on this planet!
Can you guess what this valuable resource is—that’s right it’s TIME!
Time management and planning is one of the most important skills you can develop as a successful salesperson. Time management is not just about creating a daily to do list; it is about changing your entire perspective on how you plan your life. The best news of all, this is one skill that will not only help you achieve success as a salesperson; it will help you achieve success in all areas of your life. There are hundreds of books written about time management, and an equal number of courses and seminars that are held on the subject. However, the most important tool of them all is to identify and write down your long-term goals and then to do something every single day in order to achieve those goals.
1. Realise that planning is the most important skill in reaching your goals.
When you don’t write down your goals and devise a plan to achieve them, then your goals are nothing more than wishes or dreams. Planning involves writing down what you want to achieve, and formulating how you will achieve it. It means setting goals, targets and timelines to achieve the things that matter to you and that make you a successful salesperson.
Think about all the things you have achieved in your life, did you have a plan to achieve them? Most likely you did. You can try this experiment this week, make a plan for your day for three days week and don’t have a plan for the other two days, on which days did you achieve the most.
2. Planning is an inside job and requires daily discipline.
We all get really excited at the beginning of a new year, when we decide to set goals and resolve to achieve them and work towards them each day.
However planning is a decision you make every single day, and you need to be disciplined in order to work on your to do list each night or each morning and also accomplish the tasks on it every day.
There will be days when you wake up and you don’t want to do anything on your list, but that’s when you need to be stern with yourself and stick to your decision to complete the items on your list.
3. Start with your yearly goals and Key Performance Indicators (KPI’s)
Start by identifying all the things that you want to achieve this year, it does not matter if it is the middle of the year, you can still write down all the goals you want to achieve for the rest of the year.
Also list down your KPI’s or Key Performance indicators, all the things that will tell you that you have achieved your goals this year. These are your measures of success of the things that will tell you that you have achieved your objectives. Examples include your annual sales targets, any awards that you want to achieve etc.
4. Break down your yearly goals into monthly goals.
Once you have your yearly goal list, start of the beginning of each month by choosing the goals from this list that you need to achieve in that month.
E.g. If your early sales target is 120 sales, then you need to have a target of 100 sales calls at least on your monthly goal sheet. This is assuming that you convert one out of every 10 sales calls a month into a sale.