beginning with the end in mind: time management strategies for 2017
TRANSCRIPT
© 2017 ValueSelling Associates, Inc. All rights reserved.
Julie Thomas | President and CEO
Beginning with the End in Mind:Time Management Strategies for 2017
© 2017 ValueSelling Associates, Inc. All rights reserved.
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© 2017 ValueSelling Associates, Inc. All rights reserved.© 2017 ValueSelling Associates, Inc. All rights reserved.
© 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
© 2017 ValueSelling Associates, Inc. All rights reserved.
• Six techniques to improveeffective time management
• Alignment: Activities and goals
• Be proactive and protective
Today’s objectives
© 2017 ValueSelling Associates, Inc. All rights reserved.
© 2017 ValueSelling Associates, Inc. All rights reserved.
Poll What gets in the way of managing time well?
© 2017 ValueSelling Associates, Inc. All rights reserved.
© 2017 ValueSelling Associates, Inc. All rights reserved.
Our reality
• Time is our scarcest and most valuable resourceAverage 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.
© 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 TimeAllocation
Deal with interruptions effectively
Get explicit information
Have objectives for all client interactions
Re-qualify prospects regularly
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© 2017 ValueSelling Associates, Inc. All rights reserved.
© 2017 ValueSelling Associates, Inc. All rights reserved.© 2017 ValueSelling Associates, Inc. All rights reserved.
Smart goal setting strategies Specific
Measurable
Achievable
Realistic
Timely
© 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.
© 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.
© 2017 ValueSelling Associates, Inc. All rights reserved.
CATEGORIZE ACTIVITIES RELATIVE TO GOALS
Getting new clients
Keep existing clients
Admin Duties
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© 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
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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.
© 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
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Get explicitinformation
• 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.
© 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
© 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
© 2017 ValueSelling Associates, Inc. All rights reserved.
QP = VisionMatchD x Value x Power x Plan®
The Dimensions of Qualification
BusinessIssue
Problem Solution
Value Power Plan
DifferentiatedVisionMatch™
Confirm Confirm
© 2017 ValueSelling Associates, Inc. All rights reserved.
© 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.
© 2017 ValueSelling Associates, Inc. All rights reserved.
Do you haveany questions?
© 2017 ValueSelling Associates, Inc. All rights reserved.
Save the date for our next complimentary webinar
Make Your Quota by Power Prospecting
February 16, 201710 AM PST
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Julie Thomas | President and CEO
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