Prioritising Sales Activities for Personal Sales Effectiveness 30 th January 2014 Dervilla OBrien

Why am I here today? 3 Start making a conscious choice

Not a time management course Stop focusing on what I DONT want Start focusing on what I DO want

Worldwide Issue Research on Sales Force Effectiveness: Gallup, Proudfoot Consulting, Huthwaite Inc About 20% of time is spent actively selling and prospecting (% varies depending on the particular survey) Sales people underestimate down time & administration time Sales people overestimate active selling time by about 50%

Worldwide Issue 1.47% attending too many meetings 2.43% dealing with office politics 3.37% fixing other peoples' mistakes 4.36% coping with annoying co-workers 5.22% busy work 6.20% returning pointless work s 7.18% surfing the internet/SoMe 8.14% dealing with bosses Source: Salary.com

When everythings important, how do I cope?

S.T.O.P. Step back Think Organise your thoughts Proceed

5 Steps to S.T.O.P. 1.Take some time to write down ALL the things you need to do for the rest of this week What % is work related? Add in personal tasks

Priority Model

Review List Do I HAVE to do things or do I CHOOSE to do them? Could I delegate 2 s & 3 s? Mark the To Do list with a D for delegation WHO is accountable for delegated tasks?

5 Step Process 1.Write down EVERYTHING I need to do 2.Prioritise it Decide WHEN I am going to do it & put it in my DIARY (including prep time) 4.Do It – then stop 5.ACKNOWLEDGE completion

Acknowledgement Repeat Daily If Im NOT going to do it, take it off the list

Practice

If youre still not sure if youre productive….Test yourself 60 minutes

Productive time is time spent working on getting results (not just doing stuff)

What stops me? Fear of failure Feeling safe A sense of obligation Being overwhelmed by what might happen next

Change is uncomfortable Do 1 uncomfortable thing a day

Help! Task is too big? – Break it into manageable chunks Physically or emotionally distasteful? – Focus on the end result Visualise failure? – What is the worst thing that can happen? – Is that acceptable?

Benefits I get to see all the tasks I prioritise them as I decide I choose to do them I gain control People around me recognise that Im more effective I benefit The business benefits

We are what we repeatedly do. Excellence then is not an act but a habit. Aristotle

Thank You Questions?