More Related Content Similar to Beginning with the End in Mind: Time Management Strategies for 2017 (20) More from ValueSelling Associates, Inc. (20) Beginning with the End in Mind: Time Management Strategies for 20171. © 2017 ValueSelling Associates, Inc. All rights reserved.
Julie Thomas | President and CEO
Beginning with the End in Mind:
Time Management Strategies for 2017
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2. © 2017 ValueSelling Associates, Inc. All rights reserved.© 2017 ValueSelling Associates, Inc. All rights reserved.
3. © 2017 ValueSelling Associates, Inc. All rights reserved.
Time is really the only
capital that any human
being has, and the only
thing he can't afford
to lose.
Thomas Edison
4. © 2017 ValueSelling Associates, Inc. All rights reserved.
• Six techniques
to improve
effective time
management
• Alignment:
Activities and
goals
• Be proactive
and protective
Today’s
objectives
© 2017 ValueSelling Associates, Inc. All rights reserved.
5. © 2017 ValueSelling Associates, Inc. All rights reserved.
Poll What gets
in the way
of managing
time well?
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6. © 2017 ValueSelling Associates, Inc. All rights reserved.
Our
reality
• Time is our scarcest and
most valuable resource
Average 220 work days
and 1,760 work hours
• Many time-wasters
are present
• Disruptions, distractions,
and “fire drills”
• If we manage it well,
we get more of it!
• Getting more done
with less is key
© 2017 ValueSelling Associates, Inc. All rights reserved.
7. © 2017 ValueSelling Associates, Inc. All rights reserved.
6 ways to
control a
crazy day
Put your goals in writing,
make them SMART
Categorize activities relative
to goals with Master Time
Allocation
Deal with interruptions effectively
Get explicit information
Have objectives for all
client interactions
Re-qualify prospects regularly
01
02
03
04
05
06
© 2017 ValueSelling Associates, Inc. All rights reserved.
8. © 2017 ValueSelling Associates, Inc. All rights reserved.© 2017 ValueSelling Associates, Inc. All rights reserved.
Smart goal
setting strategies Specific
Measurable
Achievable
Realistic
Timely
9. © 2017 ValueSelling Associates, Inc. All rights reserved.
• Writing goals down is
critical
for accountability
• Test: Short term goals
support long term goals?
• Align to your
Master Time Allocation
(MTA)
Put your goals
in writing
Download MTA worksheet from:
http://www.valueselling.com/pdf/mta_worksheet.pdf
© 2017 ValueSelling Associates, Inc. All rights reserved.
10. © 2017 ValueSelling Associates, Inc. All rights reserved.
Download MTA worksheet from:
http://www.valueselling.com/pdf/mta_worksheet.pdf
MASTER TIME
ALLOCATION (MTA) Step 1: List activities by category
Step 3: Identify dates for calendar
Step 2: Estimate time
© 2017 ValueSelling Associates, Inc. All rights reserved.
11. © 2017 ValueSelling Associates, Inc. All rights reserved.
CATEGORIZE
ACTIVITIES
RELATIVE
TO GOALS
Getting new clients
Keep existing clients
Admin Duties
© 2017 ValueSelling Associates, Inc. All rights reserved.
12. © 2017 ValueSelling Associates, Inc. All rights reserved.
• Schedule dedicated time
for prospecting and other
critical activities
• Make sure your goals
are supported
• Enter recurring meetings
and activities that require
your attention
• Use business hours for
customer-facing activities
© 2017 ValueSelling Associates, Inc. All rights reserved.
Create a
master calendar
13. © 2017 ValueSelling Associates, Inc. All rights reserved.
Proactive
Calendar
Management
• Allow for planning time
• Leave some unscheduled time
for flexibility
• Trade rather than steal
• Block out key activities
© 2017 ValueSelling Associates, Inc. All rights reserved.
14. © 2017 ValueSelling Associates, Inc. All rights reserved.
• What needs to be
handled immediately
versus what can be
dealt with later (emails,
phone calls)
• Responsiveness
is critical
• Distinguish between
Urgent and Important.
Urgent is pressing,
Important matters
• Choose the most
effective
communication for the
message
© 2017 ValueSelling Associates, Inc. All rights reserved.
Interruptions
15. © 2017 ValueSelling Associates, Inc. All rights reserved.
Get explicit
information
• Avoid doing something twice
• Take responsibility for clarification
• Eliminate extra work
• Get specific criteria: What format?
Timeline?
• Write it down and confirm
© 2017 ValueSelling Associates, Inc. All rights reserved.
16. © 2017 ValueSelling Associates, Inc. All rights reserved.© 2017 ValueSelling Associates, Inc. All rights reserved.
Have objectives for all client interactions
• Beware of “professional visitor syndrome”
• Agenda, objects, goals are clear
• Face time is most valuable
• Synchronize client expectations and
requirements
17. © 2017 ValueSelling Associates, Inc. All rights reserved.
Our prospect’s reality is dynamic:
• Organizations change
• Fire drills happen
• People can be fickle!
Re-qualify prospects
regularly
Qualification
is a continuous activity,
not an event
18. © 2017 ValueSelling Associates, Inc. All rights reserved.
QP = VisionMatchD x Value x Power x Plan®
The Dimensions of Qualification
Business
Issue
Problem Solution
Value Power Plan
Differentiated
VisionMatch™
Confirm Confirm
© 2017 ValueSelling Associates, Inc. All rights reserved.
19. © 2017 ValueSelling Associates, Inc. All rights reserved.
6 ways to control
a crazy day
Put your goals in writing,
make them SMART
Categorize activities
relative to goals with MTA
Deal with interruptions effectively
01
02
03
04
05
06
© 2017 ValueSelling Associates, Inc. All rights reserved.
Get explicit information
Have objectives for all
client interactions
Re-qualify prospects regularly
© 2017 ValueSelling Associates, Inc. All rights reserved.
21. © 2017 ValueSelling Associates, Inc. All rights reserved.
Save the date for our next complimentary webinar
Make Your Quota
by Power Prospecting
February 16, 2017
10 AM PST
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Go to valueselling.com > resources > webinars
to download today’s slides
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Thank you!
Julie Thomas | President and CEO
julie@valueselling.com
+ 1 858 759 7954
julieathomas
Editor's Notes Distractions
Too much time spent on non-selling activities
Lack of organization
Things take longer than I expect
Email, web, email, web, etc.
No plan
Other