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    Sales Time Management: The Dynamic Manager’s Handbook On How To Increase Sales Productivity
    Sales Time Management: The Dynamic Manager’s Handbook On How To Increase Sales Productivity
    Sales Time Management: The Dynamic Manager’s Handbook On How To Increase Sales Productivity
    Ebook53 pages39 minutes

    Sales Time Management: The Dynamic Manager’s Handbook On How To Increase Sales Productivity

    By Dave Donelson

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    About this ebook

    The best and the brightest salespeople don’t waste a moment. Even salespeople who lack good presentation skills or some other talent can make up for it by efficiently using their time. And, on the opposite end of the scale, the salesperson who is floundering and failing invariably has problems with time management.

    “Time Management And Sales Priorities” helps the salesperson identify which accounts deserve the greatest amount of time while maintaining good customer relations with all of them.

    “Time Management And Sales Planning” shows how to get the most out of every day, eliminate time-wasters, and increase sales.

    “Sales And Technology” explains where modern communications tools and customer relations management fit in the salesperson’s time management plan.

    “Persistence Counts” demonstrates the importance of sticking with it. Few sales are made with only one presentation, but good time management is necessary to stay the course until the sale occurs.

    LanguageEnglish
    PublisherDave Donelson
    Release dateMay 31, 2011
    ISBN9781458014788
    Sales Time Management: The Dynamic Manager’s Handbook On How To Increase Sales Productivity
    Author

    Dave Donelson

    Dave Donelson’s world-roving career as a management consultant and journalist has led to writing and photography assignments for dozens of national publications. The Dynamic Manager's Guide series is based on his work with hundreds of business owners and managers as well as his own experiences as a successful entrepreneur. He is also the author of Creative Selling: Boost Your B2B Sales and two novels, Heart Of Diamonds and Hunting Elf.

    Read more from Dave Donelson

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      Book preview

      Sales Time Management - Dave Donelson

      Sales Time Management

      The Dynamic Manager’s Handbook On

      How To Increase Sales Productivity

      by Dave Donelson

      Donelson SDA, Inc.

      Copyright 2011 Dave Donelson

      ISBN: 978-1458014788

      Smashwords Edition

      A note from the author

      The Dynamic Manager Handbooks are for entrepreneurs, managers, and others who want to succeed in small business by learning more about management techniques, operations, and best practices. Each volume in the collection is devoted to a single topic. The material was extracted from the Dynamic Manager Guides, my series of books based on my experiences as a business journalist, consultant, and entrepreneur.

      Table of Contents

      Chapter 1 - Time Management And Sales Priorities

      Chapter 2 - Time Management And Sales Planning

      Chapter 3 - Sales And Technology

      Chapter 4 - Persistence Counts

      About Dave Donelson

      Chapter 1

      Time Management And Sales Priorities

      You can make more calls and work no harder if you improve your sales efficiency.

      We are all born with individual levels of innate intelligence, physical strength and coordination, and widely different circumstances of poverty or wealth, to name just a few ways we vary from each other. But we all have the same twenty-four hours and some odd minutes in every day. The different ways you use that asset determines how you grow your personal worth.

      There are many valuable things in life that contribute to the quality of your short time on earth. Your relationships with family and friends, the development of your artistic skills and athletic talent, your accumulation of knowledge and the growth of your religious or spiritual faith. All of these things make use of that asset, time. That’s not to give short shrift to making money, either, which is the greatest time user of all for most of us.

      Since time is an asset, you should manage it to produce the greatest return on your investment of it. That return may be in the form of greater income or it may mean more time available to spend with your family or in other pursuits that give value to your life. But the principle is the same: you should treat time like any other asset. Don’t waste it; capitalize on it.

      Sales, especially commission sales, is one of the few occupations where you can see a very direct and fairly immediate return on the proper investment of your time asset. If you were to look at thousands of salespeople as I have, you’d see that the way they use their time may well be the single most important determinant of their success. The best and the brightest don’t waste a moment. Even salespeople who lack good presentation skills or some other talent can make up for it by efficiently using their time. And, on the opposite end of the scale, the salesperson who is floundering and failing invariably has problems with time management.

      Face Calls

      There’s a simple principle involved in time management for salespeople. More calls means more sales. Simple. As Woody Allen said, 80 percent of success is being there. You’re there more often when you make more calls. If you learn nothing more than that from this book, you’ll be ahead of the

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