T T i i m m e e M M a a n n a a g g e e m m e e n n t t F F o o r r S S a a l l e e s s P P r r o o f f e e s s s s i i o o n n a a l l s s D e s i g g n i n g Y o u r P a t h T o E x t r e m e P r o d u c t i v i t y a n d D D e e s s i i g n n i i n n g g Y Y o o u u r r P P a a t t h h T T o o E E x x t t r r e e m m e e P P r r o o d d u u c c t t i i v v i i t t y y a a n n d d C r e a t i n n g A G r e a t L i f e C C r r e e a a t t i i n g g A A G G r r e e a a t t L L i i f f e e Keith Rosen, MCC Phone: 516-221-8460 • Email:info@ProfitBuilders.com • Web: www.ProfitBuilders.com Time Management For Sales Professionals Ti me Management For Sal es Pr of e s s i onal s Designing Your Path To Extreme Productivity and Maintaining A Great Life Table Of Contents Introduction.……………………………………………………………………………………….5 Chapter One - Journal Your Week.………………………………………………………………13 Chapter Two - Assign A Value To Your Time.…………………….……………………………17 Chapter Three - List All Of Your Activities And Tasks.…….…… .……………………… .…20 Chapter Four - Categorize Each Activity And Task….…………………………………….……28 Chapter Five - Establish A Timeline For Each Task.……………………………………………44 Chapter Six - Build Automatic Buffers….………………………………….………… .………48 Chapter Seven - Plan For The Unplanned………………………………….……………………64 Chapter Eight - Identify Your Priorities, Delegate The Rest.……………………………………69 Chapter Nine - Create Your Routine.……………………………………………………………77 Chapter Ten - Do Complete Work.………………………………………………………………98 Chapter Eleven - Eliminate Your Hidden Overhead.………………………………………… 102 Conclusion.……………………………………………………………………………… ……113 Professional Services - About Success Coaching.…………… …………………….…………117 About The Author.……………………………………………………………… .……………121 Suggestions, Comments And Evaluation.………………………………………………………122 Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 2 Time Management For Sales Professionals Other Valuable Resources Free Newsletter Subscription To The Winners Path.…………………… http://www.profitbuilders.com/freewinnerspathnews.htm Special Promotion For The Innovative Selling Program .…… http://www.profitbuilders.com/innovativesellingaudiotape.htm Success Coaching Introductory Offer .…… http://www.profitbuilders.com/successcoaching.htm Published Articles…………………………………… http://www.profitbuilders.com/articles.htm Free Success Assessment……………. http://www.profitbuilders.com/freesuccessassessment.htm Free Attain Now! Goal Setting Program http://www.profitbuilders.com/attainnowprogram.htm For More Information Or How To Contact Us Web Site…………………………………………………………… .…. www.ProfitBuilders.com Email …………………………………………….……… .………… info@ProfitBuilders.com Phone……………………………………………………………………………….516-221-8460 About Profit Builders.… …………………………… http://www.profitbuilders.com/aboutus.htm About Success Coaching …………….… http://www.profitbuilders.com/faqsuccesscoaching.htm Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 3 Time Management For Sales Professionals T T i i m m e e M M a a n n a a g g e e m m e e n n t t F F o o r r S S a a l l e e s s P P r r o o f f e e s s s s i i o o n n a a l l s s Designing Your Path To Extreme Productivity and Creating A Great Life INTELLECTUAL PROPERTY AND LEGAL NOTICE IMPORTANT NOTE: This eBook is licensed to the original purchaser ONLY for his or her own personal and limited use and does not include any ownership rights. Duplication or distribution via email, CD-ROM or floppy disk, network, print or other means to a person other than the original purchaser is a violation of International copyright law. If you violate this agreement, you will be subjected to fines, legal bills and/or imprisonment (as well as some humiliation when this news becomes public.) This also means that you may not share the password we provide you with anyone. The material, content and concepts of this eBook are proprietary information and are the intellectual property of Keith Rosen, owned exclusively by Keith Rosen. Developed by Keith Rosen. Copyright ©, 2002 Keith Rosen and Profit Builders, LLC. All rights reserved. No part of this ebook may be reproduced in any form, by any means (including electronic, photocopying, recording or otherwise) without the prior written permission of the publisher. No sharing, distribution, adaptation, reselling, group use or repackaging. You may not distribute change, repackage or resell this program without express written authorization of the author. Any adaptation or corporate use requires express written authorization of the author. If you lead a workshop, develop or deliver a program such as a training program to a group or company based on or including this material or these concepts, express written authorization is required. Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 4 Time Management For Sales Professionals ___________________________________________ Introduction ___________________________________________ ___________________________________________ Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 5 Time Management For Sales Professionals Introduction ________________________________________________ ________________________________________________ Busy with tasks that consume you and your energy? Feel that you’re fighting the clock and just can’t seem “to get it all” done? Is your typical day fulfilling and enjoyable or putting you on the road towards overwhelm and burn out? If it's ever been a struggle to reach bigger goals or keep to your schedule, here's your opportunity to map out a weekly path that will serve you best and enable you to accelerate your productivity. With our lives overburdened with responsibilities and “to-do” lists and companies trying to do more with less, people are re-evaluating their lives and wondering, “How can I best achieve my personal, professional and organizational goals?” Not surprisingly, the most common complaint is how to maintain a successful productivity and performance level at work while having a fulfilling personal life. Long work hours, grueling deadlines and demanding personal responsibilities make that difficult. Something gets sacrificed, and that’s usually our health, happiness or relationships. What do the most successful people have in common? Since each of us have a different perspective on what success looks and feels like, lets not limit the definition of success to financial success. Consider the broader definition of success as it touches every area of our lives; family, heath and well being, relationships, career, etc. Some of the attributes that these successful people share are as follows. • A degree of certainty, consistency and order in their lives. • The ability to masterfully handle adversity, as if they were able to plan for it before it arises. Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 6 Time Management For Sales Professionals • Living a healthy, enjoyable and balanced life. • A clear personal and professional vision, specific and measurable goals, as well as defined activities and tasks that support them. The foundation of these characteristics resides in their ability to create, manage and adhere to a highly effective routine, their cornerstone for continued success. After speaking with thousands of people, approximately 97% of the people I had surveyed said they either don’t have a routine they follow or don’t have one that consistently works for them; that is, one they continually adhere to that provides balance and harmony in their life. Instead, they wind up working hard, struggling and staying busy throughout their days, often being diverted from their initial intentions or the end result they had in mind. How do you currently manage your day? Is it managed by order or by chaos? Is it dictated by what has to be done, by the emergencies, fires or problems that arise throughout your day or by a pre-defined path that you follow from the onset of the day until the end? In this book, you’ll discover how to design a highly effective daily and weekly routine that complements your goals, priorities and lifestyle. This way, you can focus on and complete the activities that support your objectives and enhance your lifestyle and well being. Now, I know that creating and following a routine may not sound like the most exciting exercise to take on. After all, engaging in planned activities week in and week out may sound boring, even monotonous, especially if you have tried this before and found that it just didn’t work for you. However, imagine what it feels like after going to the gym for a few months or taking on a new hobby (playing an instrument, a sport, etc.) that you have notice improvement on each time you do it. It is the repetition of productive activities that lead to greater results. One of my clients once told me, “Great runners may be born but they have to learn how to walk first.” After all, what takes longer, training and planning for the race or the race itself? The same holds true for attaining the level of productivity and success you are looking for. Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 7 Time Management For Sales Professionals How much time do you invest each week to plan for your success? As Aristotle, one of our greatest philosophers once said, “We become what we repeatedly do. Excellence then, is NOT an act but a habit!” If you are like many of us who are always looking for “more time” or spend the time trying to figure out the secret to effective time management and how to best invest your time, let me share it with you. The secret isn’t simply to manage your time better but to manage your-self better. So, if you feel that by having a schedule, it may restrict you or prevent flexibility and choice throughout your week, consider this; there’s actually greater pleasure in simplifying one's life, as opposed to rushing around, filling your days with chores and to-do lists or trying to keep up with overloaded schedules that result in being buried in trivial tasks. Investing the time to clearly map your weekly path actually provides you with MORE time and flexibility, since you are now using your time in ways that enhance you rather than consume you, eliminating the chance of being diverted from the activities that are most important and move you closer to your goals. The fact is, you already have some resemblance of a routine in certain areas of your life. For example, when you wake up in the morning, do you go through a certain regiment before going to work (brush your teeth, take a shower, have breakfast, read the paper, etc.)? Are there certain days and times throughout the week where you have to be (Ex: at the office, picking up/dropping off the kids, going to the gym, playing a sport, taking piano lessons, etc.)? Whether you realize it or not, these routine activities enable you to honor your commitments while recognizing that there is a cost involved if you don’t. The lesson throughout this book is to learn how to master your day and develop a healthy relationship with time. Otherwise, your day is going to control and run you. While many of us enjoy the lure and excitement of a new idea, project or task, others may find themselves intimidated by new tasks, goals or challenges to overcome. So instead, they get caught up in the trivial tasks and “busywork,” doing everything except the activities that would Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 8 Time Management For Sales Professionals yield the highest return for them. Herein lies the challenge and where we often get stuck when looking to achieve more. So, if you are looking for consistency in the results you want, it begins with developing consistency in your thinking, which then leads to consistency in your actions. The outcome? At the end of your day you’ll be able to sit at home, reflect on each and every day and say, “Wow, I had the greatest day today!” Put aside some uninterrupted time so that you can complete the steps outlined in this book in order to map out the most effective routine that will enable you to create the momentum to designing and living your ideal life. Rather than jumping right into it, I recommend reading through this book once or twice just to get a feel for what you can expect. Doing so will also introduce you to a few new concepts that you can apply immediately to best structure your day. You may also want to consider working with a success coach to assist and support you during this process. Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 9 Time Management For Sales Professionals What To Expect The intention of this book is to create a weekly routine, with focused, defined actions and tasks that serve you best and enable you to maximize your productivity, week in and week out. While you may already have some of the components needed for an effective routine, this book will enable you to fill in the gaps, providing you with a complete formula for success. The strategies outlined in this book will also enable you to:  Dramatically accelerate your level of performance and productivity.  Reach bigger, more rewarding goals and generate greater results quickly and efficiently without personal sacrifices.  Master the art of self-management so that you can manage your day rather than your day managing you.  Create “enough” time in the day.  Uncover the priorities in your life and the activities you want to be doing.  Get complete with tasks left undone.  Learn how to plan effectively.  Identify the time killers and the diversionary tactics that distract you from your indented path.  Eliminate what you don’t want to be doing.  Develop a healthier relationship with time.  Complete your never-ending “To-do” list by organizing your life.  Maintain the focus on your path and objectives in order to achieve the results you want.  Remove the clutter and chaos from your life as well as eliminate the problems and "Hidden Overhead" that slow down productivity, causes stress and waste time, money and energy.  Uncover the barriers to managing an effective routine.  Honor your priorities, do more of the things you want to be doing, take better care of yourself and have more fun.  Maintain a fulfilling, healthy balance between your life and your career and enjoy the clarity, order and peace of mind that comes from having a highly effective routine. Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 10 [...]... Developing Technical/Computer Skills Time Management 10 OTHER TASK/ACTIVITY Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 28 Time Management For Sales Professionals _ Chapter Four _ Categorize Each Activity And Task _ Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 29 Time Management For Sales Professionals Categorize Each... Program Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 12 Time Management For Sales Professionals _ Chapter One _ Journal Your Week _ Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 14 Time Management For Sales Professionals Journal Your Week Have you ever felt that there's never enough time to do it all? When it... Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 17 Time Management For Sales Professionals _ Chapter Two _ Assign A Value To Your Time _ Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 18 Time Management For Sales Professionals Assign A Value To Your Time The way to achieve more and simplify your life begins with engaging... Strategy For Designing Your Routine For Results Chapter One - Journal Your Week Chapter Six - Build Automatic Buffers Chapter Two - Assign A Value To Your Chapter Seven - Plan For The Unplanned Time Chapter Eight - Identify Your Priorities, Chapter Three – List All Of Your Delegate The Rest Activities And Tasks Chapter Nine - Create Your Routine Chapter Four - Categorize Each Activity Chapter Ten - Do... worthy activities Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 20 Time Management For Sales Professionals _ Chapter Three _ List All Of Your Activities And Tasks _ Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 21 Time Management For Sales Professionals List All Of Your Activities And Tasks Here’s where the fun begins... Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 22 Time Management For Sales Professionals CATEGORIES: 1 Fun - Group/Social Settings 6 Financial 2 Fun -Personal/Individual Fulfillment 7 Family/Relationships 3 Business/Career 8 Environment/Home 4 Spiritual/Meditation – Personal down 9.Personal/Professional time/ processing time Development/Growth/Training 5 Physical/Well-Being/Self Care 10... 2002, Keith Rosen, MCC • www.ProfitBuilders.com 16 Time Management For Sales Professionals For The Week Of: Date: / / Time 6:00 AM 7:00 Monday Tuesday / Wednesday / Thursday / Friday 7:30 8:00 8:30 9:00 9:30 10:00 10:30 11:00 11:30 12:00 PM 12:30 1:00 1:30 2:00 2:30 3:00 3:30 4:00 4:30 5:00 5:30 6:00 7:00 8:00 9:00 10:00 Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 17 Time. .. relationship with your should-to list below (# 3.) 2 Have-To List: This list is the list that would most closely resemble your original to-do list plus a bit more These are also the activities and tasks that you have to do in order to move to the Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 33 Time Management For Sales Professionals place where you can do the want-to’s The have-to’s are usually... since this activity on their to-do list was never assigned a time line, completion date or was never actually scheduled into her routine, it often gets put aside or is forgotten and replaced with other activities Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 30 Time Management For Sales Professionals Now imagine that, instead of putting this activity on her to-do list, she scheduled this... to-do list First off, you may find that some of the activities on your to-do list are better off being part of your routine Secondly, after you follow your newly created routine for a while and find that it’s working for you, your Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 31 Time Management For Sales Professionals to-do list will naturally become smaller and smaller, simply because you . Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com 10 Time Management For Sales Professionals In addition, Time Management For Sales Professionals. e Keith Rosen, MCC Phone: 51 6-2 2 1-8 460 • Email:info@ProfitBuilders.com • Web: www.ProfitBuilders.com Time Management For Sales Professionals Ti me Management