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Overview
Office Hours Rescheduled This Week
Wednesday 3-4 pm My Office By Appointment

Gradesheets/Five-Paragraph Essays Final Format Chapter 13 Lecture Evaluations

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Open Floor

Hand in Five-Paragraph Essay if You Want Otherwise by 5:00 pm Wednesday Under

my office door (Bexell 410)

Check Gradesheets All Extra Credit on It Ask Me if You Have Questions

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Final Format
Final Exam (250 Points)

Fifty Questions 5 Points Each Approximately 6 Questions on 11, 13 Approximately 4 Questions on Other Chapters Wednesday, March 22, 12:00 noon in Bexell
320

Overview of Review

CHAPTER 13
Managing Yourself and Your Time

Demand the best from yourself, because others will demand the best of you. . . . Successful people do not simply give a project hard work. They give it their best work. Win Borden

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Becoming An Agility Master

Great leaders have learned the art and science of mastering self-improvement and time management In many ways, these principles apply to salespeople To be effective in sales, one must have courage and a positive attitude, even in the face of adversity

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Six Aspects of Leadership

Each aspect can be applied to selling and to life in general
1. 2. 3. 4. 5. 6. Having a set of beliefs and sticking with them Optimism Courage Relentless preparation Teamwork Communication

Mayor Rudy Giulianni, from a speech given to the Direct Selling Association on June 11, 2003

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Self-Discipline
Learning to manage oneself and ones time requires self-discipline, which requires determination Determination begins with a purpose or a calling, the creation of passion, which drives one toward reaching specific goals

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Becoming Self-Disciplined
Self-discipline is defined as making a disciple of ones self
Becoming ones own teacher, trainer, coach, disciplinarian

Becoming disciplined helps salespeople develop and manage their personal and professional goals (their purpose)

Source: William J. Bennet, The Book of Virtues

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Habits: Powerful Factors

A good habit, consisting of three elements, is defined as the intersection of knowledge
1. Knowledge: the what to do 2. Skill: the how to do 3. Desire (motivation): the want to do

Source: Stephen Covey, The Seven Habits of Highly Effective People

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Seven Habits of Highly Effective People

Stephen Coveys seven habits are:
Be proactive Begin with the end in mind Put first things first Think win/win Seek first to understand and then to be understood Synergize

Sharpen the saw

Refer to Table 13.1--How the Seven Habits Apply to Salespeople

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Sharpen the Saw

Effectiveness and Efficiency Successful people are accountable for how they manage both themselves and their time
Managing oneself is largely concerned with learning how to make oneself more effective Managing time is largely concerned with making oneself more efficient

Always demanding the best of oneself, living with honor, devoting ones talents and gifts to the benefit of others these are the measures of success that endure when material things have passed away
Gerald Ford

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Managing Oneself
When people engage in self-management, they are engaging in a practice of determining what qualities lead to agility and success Self-management also involves learning how to develop those qualities to build and maintain relationships

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Success In Todays Knowledge Economy

Success in todays knowledge economy comes to those who know:
Their strengths Their values How they best perform

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Accountability
Why some people succeed and others do not is largely due to how they manage their accountabilities Accountability refers to being responsible for someone or some activity
Two facets
1. Simply performing the activities specified 2. How effectively the person performs those activities

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Maintaining Accountability
Maintaining accountability involves several aspects:
What the salesperson wants to be How the salesperson is going to get there The salespersons assessment of how she is doing

A great attitude does much more than turn on the lights in our worlds; it seems to magically connect us to all sorts of serendipitous opportunities that were somehow absent before we changed
Earl Nightingale

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Attitude: The Great Motivator

The difference between the professional and the amateur is more a matter of attitude Having the agility to compete successfully depends on many things, but high on the list is attitude Attitude conveys a zeal for the work and a sincerity of interest in it

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Image
A professional image is extremely important Image is a function of both physical qualities and personal qualities A persons image is a mental picture of what others think of that person Remember, a person never gets a second chance to make a first impression
Review Chapter 7--Attention

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Physical Qualities
Physical qualities are those that a customer can see or hear The physical dimension of sharpen the saw is caring for our bodies
Eating the right foods Exercising Getting enough rest and relaxation

Success Breeds Success

People who look successful will be perceived as successful

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Personal Qualities of Agile Salespeople

Ego Drive Empathy Commitment Maturity Personal Magnetism Sincerity Self-Confidence Trainability

Refer to Table 13.3--Qualities of Successful Salespeople

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Ego Drive
Ego Drive is a balance within oneself
Energy:
Some goal must energize the salesperson

Image:
The salesperson must have a good self image

Optimism:
The salesperson must remain optimistic about achieving her goal

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Empathy
Throughout Selling ASAP, the importance of having empathy has been emphasized Empathy is the capacity to participate in another persons feelings or ideas Agile salespeople can put themselves in their customers situations Only with empathy can salespeople truly understand customers and inspire them

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Commitment
The spiritual dimension of sharpening the saw has to do with commitment to ones value system A persons value system inspires that person and affects how he treats other people
In a sales context, commitment encompasses the feelings a salesperson has toward the various aspects of his sales career and his customers

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Maturity
A mature person is one who can make personal adjustments to people and circumstances Salespeople show maturity in their ability to control personal feelings Self-control is a necessary attribute of the successful salesperson
Review the Social Styles Matrix in Chapter 5

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Personal Magnetism
Personal magnetism is a combination of enthusiasm, intelligence, and smartness It is a trait that strongly attracts others to those who have it Salespeople who have personal magnetism are just that much more ahead of their competition

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Sincerity
A mental dimension of sharpening the saw" is sincerity Sincere salespeople develop trusting relationships with customers
Sincerity convinces the prospect that the salesperson knows what she is talking about Sincere salespeople are truly convinced that their products and services will meet their customers needs and wants

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Self-Confidence
Self-confidence is
The belief in oneself or ones own abilities The belief that success comes from hard work and

intelligent effort, not luck

Coveys first habit, be proactive, means that salespeople must take responsibility for what they do
Taking initiative requires self-confidence
Refer to Table 13.2--How Salespeople Can Develop Self-Confidence

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Trainability
Successful people respond well to training and view learning as an opportunity for improving themselves Achievers are those who thrive on new data and welcome a new challenge

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Complacency
Complacency is feeling secure and ignoring any threats that exist Complacency can erode salespeoples relationships with their customers Salespeople who become complacent risk using obsolete sales tactics

Refer to Table 13.4 Things Salespeople Should Avoid

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Managing Time
Coveys third principle deals with prioritizing The primary reason people cannot find time to be reflective is that they mix up what is urgent and what is important

People become addicted to the urgent. They simply define important as urgent. They neglect preventive thinking, they neglect longterm strategic thinking, they neglect the building of high trust relationships, and they are consumed by an addiction called urgency Stephen Covey

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Importance and Urgency

Four combinations of importance and urgency relate to activities in which salespeople engage:
Not important, not urgent Not important, but urgent Important, but not urgent Important and urgent

How Much Is Time Worth?

If annual earnings are . . . $25,000 $30,000 $35,000 $50,000 $75,000 $100,000 $200,000 Every hour is worth approximately . . . $13 $15 $18 $26 $38 $50 $102

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Its About Time

Time is a precious resource that should be used wisely The allocation of time between nonselling and selling activities represents one of the salespersons most important challenges The key for salespeople in building longterm relationships is to make sure that nonselling time has a focus

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Success Is a Race Against Time

Advanced technology has accelerated the pace of work life Time is part of the agile professionals inventory Agile sales professionals adjust their work habits to meet the changing demands on their time

The work you do between 8:00 A.M. and 5:00 P.M. is what you get paid to do The work you do between 5:00 P.M. and 8:00 P.M. is what gets you promoted

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Professional Selling Efficiency

Efficiency is often described in the sales profession in the form of advice: Plan your work, and work your plan The time-management challenge for salespeople is to separate the unnecessary from the essential Salespeople must learn to assign priorities to important activities

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Planning
Planning involves setting SMART objectives Specific Measurable Attainable Realistic Time-based

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Cycles of Productivity
Productivity involves making the clock work to a persons advantage Individuals must determine their own peak periods and use them to their advantage Salespeople should do the most demanding activities when they are at their best

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Suggestions for Managing Time

Set goals Manage interruptions Clear the clutter Use multiple contact media Learn to say no Manage appointments Call on prospects who can buy now Put a time value on entertainment and travel Increase personal efficiency

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Setting Goals
By setting goals, people know exactly what is to be accomplished and where they want to be In order to be effective goals must:
1. 2. 3. 4. Be in writing Be specific and relate to results Be realistic Have a time schedule and a target date for finishing each step as well as each goal
Refer to Table 13.5--Possible Goals for the Salesperson

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Managing Interruptions
Constant day-to-day interruptions are huge time-wasters for people
Unnecessary visits Unplanned social conversations and meetings

Self-sabotage is another form of wasting time

Procrastination Perfectionism

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Clearing the Clutter

A good way for salespeople to eliminate clutter and get organized is to
Standardize all routine tasks Consolidate tasks by combining separate but similar ones Redistribute work to the appropriate people Anticipate what is to come by identifying tasks that can be done in advance

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Managing Appointments
Salespeople should work cold calls and appointments concurrently because this maximizes the salespersons available time Many salespeople use both appointments and cold calls, reserving their cold calls for fact gathering and finding out about a companys products

Refer to Table 13.6 Working Appointments and Cold Calls

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Calling on Prospects Who Can Buy Now

The salespersons best opportunity to impress prospects is on the first call The average cost of a sales call is increasing Calling on customers who are not real prospects costs a lot of money

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Personal Efficiency
Salespeople who are striving to increase their efficiency should record their transactions using:
A Personal Digital Assistant (PDA) A Pocket Calendar or Day Planner A Tickler File

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Going Back In Time

The following are people who believed in themselves in spite of criticism from others
Michelangelo The Wright Brothers Benjamin Franklin Henry Ford

Can you name a few?

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Stepping Out on Faith

History provides many accounts of individuals who stepped out on faith with an ideawith a dream Their belief system, along with determination and perseverance, allowed them to run with purpose, in spite of criticism from the masses

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Questions
Principles of Leadership and How Do They Apply to Salespeople? Three Facets of a Habit? How Do They Affect Personal/Interpersonal Effectiveness? What Five Qualities Must Salespeople Evaluate to Manage Themselves? Relationship of Efficiency to Time Management?