beginning with the end in mind: time management strategies for 2017

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Julie Thomas | President and CEO

Beginning with the End in Mind:Time Management Strategies for 2017


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Time is really the only capital that any human being has, and the only thing he can't afford to lose.

Thomas Edison


• Six techniques to improveeffective time management

• Alignment: Activities and goals

• Be proactive and protective

Today’s objectives



Poll What gets in the way of managing time well?



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



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

01

02

03

04

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06



Smart goal setting strategies Specific

Measurable

Achievable

Realistic

Timely


• 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


http://www.valueselling.com/pdf/mta_worksheet.pdf


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









CATEGORIZE ACTIVITIES RELATIVE TO GOALS

Getting new clients

Keep existing clients

Admin Duties



• 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


Create a master calendar


Proactive Calendar Management

• Allow for planning time

• Leave some unscheduled time for flexibility

• Trade rather than steal

• Block out key activities



• 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


Interruptions


Get explicitinformation

• Avoid doing something twice• Take responsibility for clarification• Eliminate extra work• Get specific criteria: What format?

Timeline?

• Write it down and confirm




• Beware of “professional visitor syndrome”• Agenda, objects, goals are clear• Face time is most valuable• Synchronize client expectations and

requirements


Our prospect’s reality is dynamic:• Organizations change• Fire drills happen• People can be fickle!


Qualification is a continuous activity,

not an event


QP = VisionMatchD x Value x Power x Plan®

The Dimensions of Qualification

BusinessIssue

Problem Solution

Value Power Plan

DifferentiatedVisionMatch™

Confirm Confirm



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


Get explicit information





Do you haveany questions?


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Make Your Quota by Power Prospecting

February 16, 201710 AM PST


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Thank you!

Julie Thomas | President and CEO

[email protected]

+ 1 858 759 7954

julieathomas

beginning with the end in mind: time management strategies for 2017

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