Work Smarter NOT Harder: Creating A Model Day For Success

Work Smarter NOT Harder: Creating a Model Day for Success
With CeCe Bazar, Devon McDonald, Ori Yankelev
Agenda
Why time management is essential for hitting goals Where time is lost in the day How to create a daily plan to achieve goals and hit numbers
2 | www.labs.openviewpartners.com
The Importance of Time

Time management helps people make conscious choices Time management skills and tools allow individuals to accomplish more with less effort and time Time is a resource; in the world of sales, time = money
What does a day consist of?

Meetings: Check ins, kick-offs, retrospectives Dials Follow up: Notes and emails Dials Follow up: Notes and emails Dials Follow up: Notes and emails Appointments: Scheduled calls Follow up: Notes and emails Lunch Dials Follow up: Notes and emails Dials Appointments: Scheduled calls Dials Follow up: Notes and emails Dials Follow up: Notes and emails Meetings: Check ins, kick-offs, retrospectives
What Does a Day Consist Of?
50 dials (2 hours) Follow up: Notes and emails (1 hour) Lunch (1 hour) Appointments: Scheduled calls (1 hour) Meetings: Check ins, kick-offs, retrospectives (1.5 hour)
Total: 6.5 hours
Question:
Why arent we leaving work everyday at 3:00 p.m. with our dials made and e-mails sent?
Where Time Gets Lost in the Day
Switching Gears & Lack of Focus
The Cost of Switching Gears

According to a 2012 article in Psychology Today, The True Cost of Multitasking
People Lose 20-40% of Their Time By:

Switching between activities
Switching between segments
Multi-tasking is harmful, not helpful.

Lack of Focus
9:40- Get key decision maker live 9:41- Make pitch 9:42- They ask to, e-mail over some information 9:43- Search for template e-mail/white paper 9:45- Send e-mail 9:45-9:55 Respond to a couple other emails that
Switching gears, you happen to see in your inbox lack of 9:55:10:00focus Get up and stretch
10:15 - Sit down
10:00-10:15 - Mingle with co-workers

10:16- Open Salesforce and find your next lead 10:17 - Pick up the phone Total Time Lost: 33 Minutes
Calls missed: ~10
How to Avoid Being That Rep

Quick Fixes - Ohio Method - De-Dup Leads - Going Dark - Respect the Dark - E-mail follow up Planning a model day for success
Quick Fix No. 1: OHIO Method

OHIO: Only. Handle. It. Once.
Save yourself time by doing your research on a prospect only once and properly logging it into Salesforce.com
Quick Fix No. 2: De-Dup Your Leads

Before calling into a lead always check for duplicates If you find a duplicate lead merge the leads If you find a duplicate contact, convert the lead to a contact and merge it with the existing contact You can merge up to 3 leads at once
Quick Fix No. 3: Go Dark During Calls

Turn off Outlook and Facebook during call time
Quick Fix No. 4: Respect the Dark Time

Not everyone will be on the same schedule, be respectful of your teammates when they are heads down in call time
Quick Fix No. 5: The Late E-mail

Send emails in batches after call times. Prospects dont need follow up information IMMEDIATELY.
The Long-Term Fix: Creating a Model Day

1. Separate your day into the following activities:
Proactive activities Reactive activities Research Power Hour
2. Make sure to account for:

Breaks Weekly team and individual meetings Lunch
Model Day
Meetings: Check ins, kick-offs, retrospectives
Proactive Activities Break Reactive Activities

Proactive Activities Lunch Reactive Activities Proactive Activities Break Research for Power Hour Power Hour
Be Aware of the Following:

Buyer Personas- have a strong sense of who they are, and when they are most accessible (Early morning? Lunch? EOD?) Metrics- conversion rates and your daily goals should be reflected upon when deciding how much time to allocate to a specific chunks of time during your day Campaigns and Tasks- knowing which list and/or target accounts you plan to call on that week, and how many touch points should be applied in your campaign to each lead will better help you map out proactive vs. reactive activities each day Knowing Your Capacity how many new leads and follow up tasks can you truly manage each week without falling behind?
The Power of 66
Fact: On average it takes 66 days to form a habit. Apply the knowledge: Try this new model for one full quarter- and measure yourself against the previous quarter.
In Summary: The Benefits of Mapping Out Your Day

1. Feel better about your time and productivity 2. Consistently hit your goals 3. Leave work earlier with all tasks complete
QUESTIONS?
Ask away
Additional Resources
http://labs.openviewpartners.com/a-model-day-for-successin-sales/ http://labs.openviewpartners.com/creating-a-model-day-forsuccess/ http://labs.openviewpartners.com/ebook/build-outboundb2b-lead-generation-team/ http://www.entrepreneur.com/article/225865
Referenced articles:
http://www.psychologytoday.com/blog/brainwise/201209/the-true-cost-multi-tasking http://www.huffingtonpost.com/2012/05/01/multitaskingemotional-feel-better-_n_1467945.html http://business.time.com/2013/04/17/dont-multitask-yourbrain-will-thank-you/

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Work Smarter NOT Harder: Creating a Model Day for Success

With CeCe Bazar, Devon McDonald, Ori Yankelev

The Importance of Time

What does a day consist of?

What Does a Day Consist Of?

Total: 6.5 hours

Where Time Gets Lost in the Day

Switching Gears & Lack of Focus

The Cost of Switching Gears

People Lose 20-40% of Their Time By:

Multi-tasking is harmful, not helpful.

10:00-10:15 - Mingle with co-workers

Calls missed: ~10

How to Avoid Being That Rep

Quick Fix No. 1: OHIO Method

Quick Fix No. 2: De-Dup Your Leads

Quick Fix No. 3: Go Dark During Calls

Quick Fix No. 4: Respect the Dark Time

Quick Fix No. 5: The Late E-mail

The Long-Term Fix: Creating a Model Day

2. Make sure to account for:

Proactive Activities Break Reactive Activities

Be Aware of the Following:

In Summary: The Benefits of Mapping Out Your Day

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