Time Management Strategies for Sales Professionals™

Advanced time management strategies and techniques for maximizing your effectiveness and sales performance.

Learning Objectives

Invest more of your sales time and spend less of it.

Define your highest priorities and build your workweek around those priorities

Build your week around the most important aspects of your job and minimize non-selling time

Better manage and segment your territory and account base to maximize the potential within key accounts

Turn initial conversations into meetings and convert meetings into sales engagements with more effective pre-call planning and preparation

Understand where your time is going now and reallocate it accordingly.

Employ simple but powerful time management techniques for planning a more effective workweek.

Increase your sales capacity by leveraging specific systems, tools, and processes to maximize your return-on-time-invested.

Translate your results goals and activity goals and leverage reverse planning to improve your efficiency

Take advantage of time management secrets from top sales performers worldwide!

Module 1 : Taking Control of Your Workweek

The truths of time management
Learning to “invest” more time and “spend” less time
The difference between the “urgent” and the “important”
Assessing how you are currently allocating your time
Leveraging the Sales Excellence Time Tracker

Sales Tool: Sales Excellence Time Tracker

Module 2 : Identifying Your Highest Professional Priorities

Establishing and ranking your professional priorities
How your priorities determine your preference
Distinguishing your best opportunities for investment
Linking your activities to your highest priorities
Identifying where to allocate more time or less time

Sales Tool: Priorities and Activities Worksheet

Module 3 : Getting Organized Around Your Highest Priorities

The concept of compartmentalization
Leveraging the “Exclusive Block” of time
Learning to use “Time Containers”
Making time for planning and preparation
Planning your workweek for maximum effectiveness

Sales Tool: Weekly Planning Template

Module 4 : Advanced Task and Activity Management

Getting your arms around ALL your tasks and activities
Adopting a system for task and activity management
Using your task management system consistently
How to keep your inbox from becoming your task list
Collecting, processing, organizing, reviewing, and doing

Sales Tool: Advanced Task Management Template

Module 5 : Winning the Inner Game of Selling

How your attitude determines your sales results
Putting fear and trepidation into perspective
Winning the battle against procrastination
Developing confidence in what you selling
Developing your own self confidence

Sales Tool: Best Practices for Winning the Inner Game of Selling

Module 6 : Maintaining Your Motivation and Focus

Understanding where motivation comes from
Leveraging multiple forms of external motivation
How to tap your own internal motivation
How focus makes you more effective in everything
Making motivation and focus a part of every day

Sales Tool: Daily Motivation and Focus Planner

Module 7 : Managing Your Territory and Account Base

The foundation of time and territory planning
Segmenting your territory and accounts
Identifying potential within territories and accounts
Establishing standard practices for account development
Developing a yearly, monthly, and weekly sales plan

Sales Tool: Yearly, Monthly, and Weekly Sales Planner

Module 8 : Planning and Tracking Your Prospecting Activity

Minimizing the effects of the prospecting roller coaster
Translating result goals into activity goals
Reverse planning and sales activity planning
Tracking your sales activity and results
Leveraging your tracked data to drive improvement

Sales Tool: Business Development Tracking Tool

Module 9: Making the Most of Every Customer Interaction

The customer interactions that move deals forward
Turning initial conversations into meetings
Converting meetings into engagements
Pre-meeting (pre-call) planning and preparation
Structuring and closing sales opportunities

Sales Tool: Pre-Meeting (Pre-Call) Planning Tool

Module 10: Increasing your "Sales Capacity"

What is your “Sales Capacity” and how is it measured
Using systems, tools, and processes to your advantage
Establishing standard practices to improve efficiency
Leveraging your internal team to help you sell more
Mastering the fine art of delegation and team work

Sales Tool: Leveraging Sales Resources Worksheet

Module 11: Maximizing Return-on-Time Invested

Increase your “deal count” in any period of time
Growing your average deal size
Accerating the velocity of sales opportunities
Increasing your “pipeline turns” to maximize through put
Improving your sales win-rate and forecast accuracy

Sales Tool: Maximizing Pipeline Performance Worksheet

Module 12: Time Management Secrets of Top Performers

Leverage the time that other salespeople waste
Avoid the most time-consuming behaviors
Learn how to protect yourself from time stealers
Develop the attitude of a “master of your time”
Invest in your own professional development

Sales Tool: Twelve Best Kept Secrets of Time Management

Delivery Options

All our sales programs are available as on-site classroom or live virtual classroom training. Both methods include custom-tailored modules. You may also choose self-paced HD eLearning modules for asynchronous learning and reinforcement, or you may become certified to teach this program through our Train the Trainer program.

Course Description

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You can download a course description brochure here.

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Client Testimonials

“I cannot think of a single business day that I don’t use some portion of your program to remind my sales team to think beyond our own sales process and start thinking about our customer’s buying process.”

Mike Hoffman

Vice President of Western Sales

MRV Communications

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Four Different Ways to Deliver Learning

From the conference room to the front seat of your car or anywhere in between

Every company and culture is different, so we offer learning solutions that are customizable for every type of organization and learner.

Explore the four different ways we deliver training (to right) or have a look at some of the different topics we offer . . .

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On-Site Workshops

Custom-tailored learning experiences designed for your company at any location that's best for your team.

Why Hold Training On-Site?

Live-Video Workshops

Highly interactive live-video learning sessions complete with small-group discussions and role-play exercises.

How Effective Can Remote Learning Be?

World-Class eLearning

Online learning for sales teams and individuals located anywhere. Available 24/7/365. Highly engaging and delivered to any device!

Take Online Learning to Another Level

Workshop in a Box

High-quality learning experience for groups of any size facilitated by anyone who can “push play” and lead a group discussion.

Flexible and Localized Facilitation

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