What is time worth? 52 weeks/yr X 40 hours/week = 2080 hours $43,500 ÷ 2080 hours = $20.91/hour OR 80% Other Stuff = 2080 X 80% = 1664 hours 20% Selling = 2080 X 20% = 416 hours $43,500 ÷ 416 = $105/hour

1. SALES PROFESSIONAL’S
Personal Organization & Time
Management

2. Rube Goldberg Machine

3. Typical Pricing Procedure for
PRODUCTS & SERVICES 
Size up the Customer
Reference past successes
In tackling similar sized customer
Add duty, freight, landed cost, + value-added +
Mark-up + Commissions
+ Next month’s
Exchange Rate =
Initial Quote
Reduce price by 5% if
you encounter customer
resistance
Weigh Gross Profit
Execute Purchase Order
Factor in cost of
Excess Trim / Waste

4. Value Added Time (AKA Sales Time)
How much time do you spend actually selling
Vs…..?
1. Paperwork
2. Downtime
3. Meetings
4. Proposals
5. Idle chit-chat…visiting…websites…personal business
6. Other non-value added activities

5. Personal Organization & Time
Management
What is time worth?
Wages + Fringe Benefits / # Hours Worked
($30,000 X 1.45%)/2080 hours=Hourly Value
$43,500 / 2080 = $20.91/hour

6. Cost of Value Added (Sales) Time
80% Other Stuff = 2080 X 80% = 1664 hours
20% Selling = 2080 X 20% = 416 hours
$43,500 / 416 = $105/hour

7. Sales Time
Options for increasing Sales time
1. Work longer hours
2. Get better results from time you work
For Example: Increase sales time to 30%
2080 X 30% = 624 hours
$43500 / 624 hours = $70 hour (Vs $105/hour)

8. Improving Time Management
 Know Yourself
– Tendencies
– Strengths
– Weaknesses
– Goals
 Identify Common Time Wasters
 Have a Daily Use–of-Time Strategy
 Establish Regular Planning Times
 Be Ruthless With Your Self-discipline
Plan your tim
e /
work your plan

9. Procrastination
Procrastination is the number one cause of poor
time use! It comes from:
– Fear of unknown
– Putting things off
 Decisions
 Actions
 Problem Solving
– Waiting for perceived more-favorable time in future

10. Overcoming Procrastination I
 Do you work best under pressure?
 In what areas of your job do you typically
procrastinate?
 WHY?
 Do you avoid difficult people or decisions?
 WHY

11. Overcoming Procrastination II
 Do you often postpone actions requiring a lot of
– Time energy
– Creativity
– Effort
– Practice
 Are your goals clearly established?
 Do you have time frames for them?

12. Procrastination Log
 Start a procrastination Log
 Record everything you put off
– Decisions
– Actions
– Difficult Tasks
– Important phone calls
– Customer Problems
– Other ________________

13. DO-IT-NOW PHILOSOPHY
TWO OPTIONS:
I CAN DO NOTHING OR I CAN DO SOMETHING….
Pair up and develop a list of actions, decisions,
objectives, problems you are putting off today:
1.____________________________________________
2.____________________________________________
3.____________________________________________
4.____________________________________________
5.____________________________________________

14. Time Management
 Are you late with assignments or appointments?
 Do you find yourself often rushing?
 Are you a workaholic?
 Do you look forward to Fridays or Mondays?
 Are you an early or late riser?
 Are you a morning or Evening Person?
 Do you consider your life balanced and in harmony or
out-of-balance?
 Where are you out of balance and why?

15. Prime Time
Question……
What is Prime Time?
Answer…..
The time of Day when you are at your best
So……..
Are you a morning or afternoon person?
Does energy fade during a certain time of day?

16. Common Time Attitudes
1. There is always tomorrow
2. There is never enough time to do a good job
3. I have too much on my plate
4. There are too many demands made on my time
5. There is too much paperwork
6. I don’t have enough time to waste time on good/bad
prospects
7. My territory is too large
8. I have too many customers/prospects
9. I don’t have anyone to delegate to.
10. I have to do it myself if it is going to be done right

17. Concentration (AKA FOCUS)
Concentration is the ability to give 100% focus to
an action, a project, assignment, decision, or
activity.
Can you walk and chew gum at same time?
Sure, so multi-tasking is possible, but be aware
that a critical trait of a good sales person is the
ability to concentrate and focus.

18. Focus Factors
1. If you make a lot of mistakes this could be a sign you lack focus
2. Inadequate planning may cause you to suffer in execution later.
3. What is taking your eye off the ball in this activity?
4. Does your mind wonder while in conversation with others?
5. Do you have a cluttered environment?
6. Do you rush, or give a person of assignment the time it deserves?
7. Is it easier to do it again rather than do it right the first time?
8. Do you ever forget ideas or misplace where you put things?
9. If you are late or unprepared this could be evidence of poor
concentration.
10. Periodically ask yourself, does this activity have my full attention?

19. Expectations
To improve business “out there”, control
what you can control “in here”…Your own
mind”
If Business slows, how do you do the
following?
1. Think differently
2. Act more creatively
3. Sell more aggressively
4. Work smarter
5. Think faster
6. Work harder
7. Get up earlier
8. Go to bed later
9. React sooner

20. Prioritize
Establishing priorities is a difficult task for
many people. They tend to give equal
status to everything or are unrealistic about
their ability to get things done within a
certain time frame.

21. URGENT NOT URGENT
IMPORTANT 1. DO IT NOW 2. PLAN TO DO IT
NOT
IMPORTANT
3. REJECT &
EXPLAIN
4. RESIST AND
CEASE
Urgent and Important
Time Management Matrix
People who are not good at time management,
nor in managing their environment, tend to spend
most of their time in boxes 1 and 3.

22. 1 - DO THESE TASKS NOW!
• Emergencies, complaints and crisis issues
• Demands from superiors or customers
• Planned tasks or project work now due
• Meetings and appointments
• Reports and other submissions
• Staff issues or needs
• Problem resolution, fire-fighting, fixes
Subject to confirming the importance and the urgency of
these tasks, do these tasks now. Prioritize according to
their relative urgency.

23. 2 - PLAN TO DO THESE TASKS
• Planning, preparation, scheduling
• Research, investigation, designing, testing
• Networking relationship building
• Thinking, creating, modeling, designing
• Systems and process development
• Anticipation and prevention
• Developing change, direction, strategy
Critical to success: planning, strategic thinking, deciding direction
and aims, etc.
Plan time-slots and personal space for these tasks.

24. 3 - REJECT AND EXPLAIN
• Trivial requests from others
• Apparent emergencies
• Ad-hoc interruptions and distractions
• Misunderstandings appearing as complaints
• Pointless routines or activities
• Accumulated unresolved trivia
• Boss's whims or tantrums
Scrutinize and probe demands. Help originators to re-assess.
Wherever possible reject and avoid these tasks sensitively and

25. 4 - RESIST AND CEASE
• “Comfort” activities, computer games, net surfing, excessive
cigarette breaks
• Chat, gossip, social communications
• Daydreaming, doodling, over-long breaks
• Reading nonsense or irrelevant material
• Unnecessary adjusting equipment etc.
• Embellishment and over-production
Habitual “comforters” not true tasks.
Non-productive, de-motivational.
Minimize or cease altogether. Plan to avoid them.

26. Consider the following:
1. Do you always work from to-do lists?
2. Do you have system of prioritizing prospects, customers,
projects, tasks, activities?
3. Do you tend to rate all of your tasks or to-dos equally important?
4. If you prioritize do you always complete the most important one
first or jump around the list?
5. Do you tend to allow outside influences determine your priorities?
6. Can you complete one task prior to starting another?
7. Are you realistic about your ability to complete a specific task in a
specific time period?
8. Do you use your down-time to catch up or do you fritter it away?

27. TIME TIP
For the next seven days, keep track of
your routine activities and how much
time they take, i.e., reading the
newspaper, misunderstanding,
correcting errors, overproducing,
Internet activity, playing telephone tag,
reading non-value added e-mail, etc…

28. BALANCING MULTIPLE ISSUES
Decisions /Choices
1. Eliminate something
from your plate
2. Better manage issues &
roles
3. Get better organized
4. Live with continued
stress of poor
organization
LEAD TO:
Expectations of customers
Requirements of position
Routine activities
Expectations of supervisors
Personal needs & desires
Personal grow
th

29. INTENT
1. Do you let yourself off-the-hook when
you fail to meet your goals?
2. Do you have an action plan or mission
that guides you?
3. Have you let others negatively impact
your ability to accomplish what you
desire?

30. MOVEMENT
1. DO YOU TRACK YOUR PROGRESS DAILY?
2. DO YOU REWARD YOUR SUCCESSES?
3. DO YOU BREAK DOWN YOUR GOALS
INTO SMALLER STEPS?
4. DO YOU MAKE PROGRESS EVERY DAY?
5. DO YOU GIVE UP EARLY OR EASILY?

31. OVERCOMING FEAR OF REJECTION
1. The fear of rejection is one of the major causes of failure in
sales.
2. Not everyone you try to sell to will want to buy from you.
3. If you don’t ask for anything, something…it is unlikely you will
ever get it.
4. The fear of rejection is an attitude issue and can only be
overcome by strengthening other attitudes, such as
confidence, self-belief, patience, trust and your self-image.
5. The fear of rejection is a symptom of a need for acceptance,
approval, or validation.
6. The fear of rejection sends a loud non-verbal message that
you lack confidence or belief in your product or service or
your ability to help them to solve their problems.

32. OVERCOMING FEAR
1. Pick-up the phone and make the next call
2. Ask for the customer’s business or the order
3. Ask probing questions
4. Ask for referrals
5. Ask for a bigger order
6. Ask for a letter of testimony
7. Follow-up on a customer who has a problem
8. Ask for a cash deposit
9. Ask for a long term contract
10. Ask for more responsibility in your position

33. INDECISION
1. Do you have a system for learning from
mistakes?
2. What are your resources or sources of
information to make a wise decision?
3. Do you have a systematic method of
making decisions?

34. MANAGING YOUR TIME I
1. ASK MORE EFFECTIVE QUESTIONS EARLIER IN
THE SALES PROCESS
2. PAY ATTENTION TO THEIR ANSWERS TO
DETERMINE WHETHER THIS IS A GOOD TIME TO
TRY AND SELL THIS PROSPECT
3. DEVELOP A CUSTOMER PROFILE TO USE AS A
TEMPLATE FOR YOUR PROSPECTING
4. Audit your sales calls activity by dividing the number
of calls you make in a week by the number of hours
worked in that week. This will give you a sales call per
hour rate

35. MANAGING YOUR TIME II
5. Get up earlier /Go to bed later; then use this
extra time for planning, thinking or evaluating
your routines
6. Develop a daily checklist of what you need to
do to be more effective
7. Keep accurate sales records. The more
information you keep the better able you will be
to spot potential problem areas.

36. MANAGING YOUR TIME III
8. Make a daily / weekly appointment with
yourself to do reports or paperwork
9. Categorize your administrative tasks into:
A). I must do’s now / today
B). I should do’s now / today if I have time
C). I will do when I finish my A’s & B’s
10. Meet with your supervisor to see if you can
reduce or eliminate a particular non-value-
added activity

37. MANAGING YOUR TIME III
11. Develop habit of asking yourself:
 Do I need to do this now?
 Can someone else do this?
12. Get off spammers e-mail lists
 Check e-mail at certain times of day only
 Don’t read personal e-mail during selling time
 Use the telephone, it’s faster than typing an e-mail
 What can you add to this list? _____________

38. TIME TIPS
 WHAT TIME SAVERS HAVE BEEN
SUCCESSFUL FOR YOU?
– FILES
– EXAMPLES