CHAPTER 13CHAPTER 13

Managing Yourself and Your TimeManaging Yourself and Your Time

Demand the best from yourself,because others will demand the best of you. . . .Successful people do not simply give a project

hard work. They give it their best work.”

Demand the best from yourself,because others will demand the best of you. . . .Successful people do not simply give a project

hard work. They give it their best work.”

Win BordenWin Borden

3

13Becoming An Agility MasterBecoming An Agility Master

Great leaders have learned the art and science of mastering self-improvement and time management

In many ways, these principles apply to salespeople

To be effective in sales, one must have courage and a positive attitude, even in the face of adversity

3

13Six Aspects of LeadershipSix Aspects of Leadership

Each aspect can be applied to selling and to life in general

1. Having a set of beliefs and sticking with them

2. Optimism

3. Courage

4. Relentless preparation

5. Teamwork

6. Communication

Mayor Rudy Giulianni, from a speech given to the Direct Selling Association on June 11, 2003

3

13Self-DisciplineSelf-Discipline

Learning to manage oneself and one’s time requires self-discipline, which requires determination

Determination begins with a purpose or a “calling,” the creation of passion, which drives one toward reaching specific goals

“Your dreams will not progress to failure unless you fail to progress”

“Your dreams will not progress to failure unless you fail to progress”

Fern JonesFern Jones

3

13Becoming Self-DisciplinedBecoming Self-Disciplined

Self-discipline is defined as making a “disciple” of one’s self Becoming one’s own teacher, trainer, coach,

disciplinarian

Becoming disciplined helps salespeople develop and manage their personal and professional goals (their purpose)

Source: William J. Bennet, The Book of Virtues

3

13Habits: Powerful FactorsHabits: Powerful Factors

A good habit, consisting of three elements, is defined as “the intersection of knowledge”

1. Knowledge: the what to do

2. Skill: the how to do

3. Desire (motivation): the want to do

Source: Stephen Covey, The Seven Habits of Highly Effective People

3

13Seven Habits of Highly Effective PeopleSeven Habits of Highly Effective People

Stephen Covey’s seven habits are: Be proactive Begin with the end in mind Put first things first Think win/win Seek first to understand and then to be

understood Synergize Sharpen the saw

Refer to Table 13.1--How the Seven Habits Apply to Salespeople

3

13Sharpen the SawSharpen the Saw

Effectiveness and Efficiency

Successful people are accountable for how they manage both themselves and their time

Managing oneself is largely concerned with learning how to make oneself more effective

Managing time is largely concerned with making oneself more efficient

“Always demanding the bestof oneself, living with honor, devoting one’s

talents and gifts to the benefit of others—these are the measures of success that endure

when material things have passed away”

“Always demanding the bestof oneself, living with honor, devoting one’s

talents and gifts to the benefit of others—these are the measures of success that endure

when material things have passed away”

Gerald FordGerald Ford

3

13Managing OneselfManaging Oneself

When people engage in self-management, they are engaging in a practice of determining what qualities lead to agility and success

Self-management also involves learning how to develop those qualities to build and maintain relationships

3

13

Success In Today’sKnowledge EconomySuccess In Today’s

Knowledge Economy

Success in today’s knowledge economy comes to those who know: Their strengths Their values How they best perform

3

13AccountabilityAccountability

Why some people succeed and others do not is largely due to how they manage their accountabilities

Accountability refers to being responsible for someone or some activity

Two facets1. Simply performing the activities specified

2. How effectively the person performs those activities

3

13Maintaining AccountabilityMaintaining Accountability

Maintaining accountability involves several aspects: What the salesperson wants to be

How the salesperson is going to get there

The salesperson’s assessment of how she is doing

“A great attitude does much more than turn on the lights in our worlds; it seems to magically

connect us to all sorts of serendipitousopportunities that were somehow

absent before we changed”

“A great attitude does much more than turn on the lights in our worlds; it seems to magically

connect us to all sorts of serendipitousopportunities that were somehow

absent before we changed”

Earl NightingaleEarl Nightingale

3

13Attitude: The Great MotivatorAttitude: The Great Motivator

The difference between the professional and the amateur is more a matter of attitude

Having the agility to compete successfully depends on many things, but high on the list is attitude

Attitude conveys a zeal for the work and a sincerity of interest in it

3

13 ImageImage

A professional image is extremely important

Image is a function of both physical qualities and personal qualities

A person’s image is a mental picture of what others think of that person

Remember, a person never gets a second chance to make a first impression

Review Chapter 7--Attention

3

13Physical QualitiesPhysical Qualities

Physical qualities are those that a customer can see or hear

The physical dimension of “sharpen the saw” is caring for our bodies

Eating the right foods

Exercising

Getting enough rest and relaxation

“Success Breeds Success” “Success Breeds Success”

People who look successful will be perceived as successful

People who look successful will be perceived as successful

3

13Personal Qualities of Agile SalespeoplePersonal Qualities of Agile Salespeople

Ego Drive

Empathy

Commitment

Maturity

Personal Magnetism

Sincerity

Self-Confidence

Trainability

Refer to Table 13.3--Qualities of Successful Salespeople

3

13Ego DriveEgo Drive

Ego Drive is a balance within oneself Energy:

• Some goal must energize the salesperson Image:

• The salesperson must have a good self image Optimism:

• The salesperson must remain optimistic about achieving her goal

3

13EmpathyEmpathy

Throughout Selling ASAP, the importance of having empathy has been emphasized

Empathy is the capacity to participate in another person’s feelings or ideas

Agile salespeople can put themselves in their customers’ situations

Only with empathy can salespeople truly understand customers and inspire them

3

13 CommitmentCommitment

The spiritual dimension of “sharpening the saw” has to do with commitment to one’s value system

A person’s value system inspires that person and affects how he treats other people

In a sales context, commitment encompasses the feelings a salesperson has toward the various aspects of his sales career and his customers

3

13MaturityMaturity

A mature person is one who can make personal adjustments to people and circumstances

Salespeople show maturity in their ability to control personal feelings

Self-control is a necessary attribute of the successful salesperson

Review the Social Styles Matrix in Chapter 5

3

13Personal MagnetismPersonal Magnetism

Personal magnetism is a combination of enthusiasm, intelligence, and smartness

It is a trait that strongly attracts others to those who have it

Salespeople who have personal magnetism are just that much more ahead of their competition

“Sincerity and truth arethe basis of every virtue” “Sincerity and truth are

the basis of every virtue”

ConfuciusConfucius

3

13SinceritySincerity

A mental dimension of “sharpening the saw" is sincerity

Sincere salespeople develop trusting relationships with customers Sincerity convinces the prospect that the

salesperson knows what she is talking about

Sincere salespeople are truly convinced that their products and services will meet their customers’ needs and wants

3

13Self-ConfidenceSelf-Confidence

Self-confidence is

The belief in oneself or one’s own abilities

The belief that success comes from hard work and intelligent effort, not luck

Covey’s first habit, be proactive, means that salespeople must take responsibility for what they do

Taking initiative requires self-confidence

Refer to Table 13.2--How Salespeople Can Develop Self-Confidence

3

13TrainabilityTrainability

Successful people respond well to training and view learning as an opportunity for improving themselves

Achievers are those who thrive on new data and welcome a new challenge

3

13ComplacencyComplacency

Complacency is feeling secure and ignoring any threats that exist

Complacency can erode salespeople’s relationships with their customers

Salespeople who become complacent risk using obsolete sales tactics

Refer to Table 13.4 Things Salespeople Should Avoid

3

13Managing TimeManaging Time

Covey’s third principle deals with prioritizing

The primary reason people cannot find time to be reflective is that they mix up what is urgent and what is important

“People become addicted to the urgent.They simply define important as urgent. They neglect preventive thinking, they neglect long-

term strategic thinking, they neglect the building of high trust relationships, and they

are consumed by an addiction called urgency”

“People become addicted to the urgent.They simply define important as urgent. They neglect preventive thinking, they neglect long-

term strategic thinking, they neglect the building of high trust relationships, and they

are consumed by an addiction called urgency”

Stephen CoveyStephen Covey

3

13Importance and UrgencyImportance and Urgency

Four combinations of importance and urgency relate to activities in which salespeople engage:

Not important, not urgent

Not important, but urgent

Important, but not urgent

Important and urgent

How Much Is Time Worth?How Much Is Time Worth?

If annualearnings are . . .

Every hour isworth

approximately . . .

$25,000 $13

$30,000 $15

$35,000 $18

$50,000 $26

$75,000 $38

$100,000 $50

$200,000 $102

3

13It’s About TimeIt’s About Time

Time is a precious resource that should be used wisely

The allocation of time between nonselling and selling activities represents one of the salesperson’s most important challenges

The key for salespeople in building long-term relationships is to make sure that nonselling time has a focus

3

13Success Is a Race Against TimeSuccess Is a Race Against Time

Advanced technology has accelerated the pace of work life

Time is part of the agile professional’s inventory

Agile sales professionals adjust their work habits to meet the changing demands on their time

The work you do between 8:00 A.M. and 5:00 P.M. is what you get paid to do

The work you do between 8:00 A.M. and 5:00 P.M. is what you get paid to do

The work you do between 5:00 P.M. and 8:00 P.M. is what gets you promoted

3

13Professional Selling EfficiencyProfessional Selling Efficiency

Efficiency is often described in the sales profession in the form of advice: “Plan your work, and work your plan”

The time-management challenge for salespeople is to separate the unnecessary from the essential

Salespeople must learn to assign priorities to important activities

3

13PlanningPlanning

Planning involves setting SMART objectives

Specific

Measurable

Attainable

Realistic

Time-based

3

13Cycles of ProductivityCycles of Productivity

Productivity involves making the clock work to a person’s advantage

Individuals must determine their own peak periods and use them to their advantage

Salespeople should do the most demanding activities when they are at their best

3

13Suggestions for Managing TimeSuggestions for Managing Time

Set goals

Manage interruptions

Clear the clutter

Use multiple contact media

Learn to say no

Manage appointments

Call on prospects who can buy now

Put a time value on entertainment and travel

Increase personal efficiency

3

13Setting GoalsSetting Goals

By setting goals, people know exactly what is to be accomplished and where they want to be

In order to be effective goals must:1. Be in writing2. Be specific and relate to results3. Be realistic4. Have a time schedule and a target date for

finishing each step as well as each goal

Refer to Table 13.5--Possible Goals for the Salesperson

3

13Managing InterruptionsManaging Interruptions

Constant day-to-day interruptions are huge time-wasters for people Unnecessary visits Unplanned social conversations and meetings

Self-sabotage is another form of wasting time Procrastination Perfectionism

3

13Clearing the ClutterClearing the Clutter

A good way for salespeople to eliminate clutter and get organized is to

Standardize all routine tasks

Consolidate tasks by combining separate but similar ones

Redistribute work to the appropriate people

Anticipate what is to come by identifying tasks that can be done in advance

3

13Managing AppointmentsManaging Appointments

Salespeople should work cold calls and appointments concurrently because this maximizes the salesperson’s available time

Many salespeople use both appointments and cold calls, reserving their cold calls for fact gathering and finding out about a company’s products

Refer to Table 13.6 Working Appointments and Cold Calls

3

13

Calling on ProspectsWho Can Buy NowCalling on ProspectsWho Can Buy Now

The salesperson’s best opportunity to impress prospects is on the first call

The average cost of a sales call is increasing

Calling on customers who are not “real” prospects costs a lot of money

3

13Personal EfficiencyPersonal Efficiency

Salespeople who are striving to increase their efficiency should record their transactions using:

A Personal Digital Assistant (PDA)

A Pocket Calendar or Day Planner

A Tickler File

Those who are persistent and who work hard and work smart

can fulfill their visions

Those who are persistent and who work hard and work smart

can fulfill their visions

3

13Going Back In TimeGoing Back In Time

The following are people who believed in themselves in spite of criticism from others

Michelangelo

The Wright Brothers

Benjamin Franklin

Henry Ford

Can you name a few?

3

13Stepping Out on FaithStepping Out on Faith

History provides many accounts of individuals who stepped out on faith with an idea—with a dream

Their belief system, along with determination and perseverance, allowed them to run with purpose, in spite of criticism from the masses

PerseverePersist

Pursue your dreams with courage and optimism

Pursue your dreams with courage and optimism

The Authors of Selling ASAPThe Authors of Selling ASAPEli Jones, Carl Stevens & Larry Chonko

Believe