By Dave J. Kahle
The common salesclerk at the present time is beaten, trapped in a chaotic, pressure-filled surroundings with an excessive amount of to do and never adequate time to do it. Salespeople need assistance! This booklet offers it. Dave Kahle contends that shrewdpermanent time administration isn't really approximately cramming extra task into every one hour; yet approximately reaching better ends up in that hour. The content material has been honed in 1000's of seminars and subtle by means of the perceptions and stories of millions of salespeople. 10 secrets and techniques of Time administration for Salespeople presents robust, useful insights and concepts that truly paintings, together with hundreds of thousands of particular, useful, powerful time administration advice from dozens of salespeople who're at the "front strains" on a daily basis. the writer, Dave Kahle, has been the number-one shop clerk within the state for 2 assorted businesses in exact industries. he is provided seminars through the global, released greater than four hundred articles, and authored 3 books and 32 multimedia education courses.
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Additional info for 10 Secrets of Time Management for Salespeople: Gain the Competitive Edge and Make Every Second Count
A set of sales goals for your territory. Your work should lead you to a series of sales goals for your territory. In order to get there, you must first determine the categories of goals that you are going to create. p65 44 10/28/02, 12:04 PM Think About It Before You Do It! that you work for a company that has already determined this, like my clients described above. If so, good for you. If not, then it will be up to you to determine your own set of categories. Depending on your unique set of products and services and your company’s emphasis, you may create goals for the following, most frequently used, categories: A.
This is an issue we’ll describe in detail in the next chapter. 3. Individual goals and strategic plans for each of your key (A) accounts. If you are in the kind of selling position where you are attempting to sell more to certain key accounts, then you need to create specific, monthly strategic plans for each of those key accounts. When we consider the fourth management secret, we’ll discuss in detail the concept of identifying your highest potential accounts and then investing more time in these “A” accounts and less time in the others.
A second or two later another will do the same. Before long, dozens of popcorn kernels are exploding with bursts of energy and bouncing around in a display of totally unfocused power. Many salespeople are like that. A customer calls with a problem, Bam! Go fix it. Another calls and wants a quote on something. Pow! Chase after that. Before long, we’re expending a tremendous amount of energy, responding and reacting to the slightest pull and tug of our customers. We’re like that popcorn, exploding in countless directions.
10 Secrets of Time Management for Salespeople: Gain the Competitive Edge and Make Every Second Count by Dave J. Kahle