Www.mindfitireland.ie1. Prioritising Sales Activities for Personal Sales Effectiveness 30 th January...

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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

Thank You

Questions?

www.mindfit.iedervilla.obrien@mindfit.ie

087-992 851501-902 3923