www.mindfitireland.ie1. prioritising sales activities for personal sales effectiveness 30 th january...
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www.mindfitireland.ie 1
Brass band multitasker.flv
Prioritising Sales Activities
forPersonal Sales Effectiveness
30th January 2014 Dervilla O’Brien
Why am I here today?
www.mindfitireland.ie3
Start making a conscious choice
Not a time management course
• Stop focusing on what I DON’T 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 meetings2. 43% dealing with office politics3. 37% fixing other peoples' mistakes4. 36% coping with annoying co-workers5. 22% busy work6. 20% returning pointless work emails7. 18% surfing the internet/SoMe8. 14% dealing with bossesSource: Salary.com
When everything’s 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
• 3 Busy Work
• 4 My Big Goals
• 2 Other People’s Issues
• 1 MY Big Issues
Urgent & Important
Urgent, but Not
Important
Not urgent and not
important
Not Urgent,
but Important
Review List
Do I HAVE to do things or do I CHOOSE to do them?
Could I delegate 2s & 3s?
Mark the ‘To Do’ list with a D for delegation
WHO is accountable for delegated tasks?
• 3 Busy Work
• 4 My Big Goals
• 2 Other People’s Issues
• 1 MY Big Issues
Urgent & Important
Urgent, but Not
Important
Not Urgent &
Not Important
Not Urgent,
but Important
5 Step Process
1. Write down EVERYTHING I need to do
2. Prioritise it 1-4
3. 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 I’m NOT going to do it, take it off the list
Practice
If you’re still not sure if you’re 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?
BenefitsI get to see all the tasksI prioritise them as I
decideI choose to do themI gain controlPeople around me
recognise that I’m more effective
I benefitThe business benefits
“We are what we repeatedly do. Excellence then is not an act but a habit.”
Aristotle
