time management: how to make the most of a crazy day
DESCRIPTION
As a professional, our time is our scarcest, most precious resource. For those of us who manage our time and energy well, we will have more of both. Yet for those of us who manage time poorly, we will find ourselves struggling to get things done. Have you ever wondered why some people can get an incredible amount done in a short period of time, while others struggle to complete a single task? In this complimentary one-hour web seminar, Julie Thomas, President and CEO of ValueSelling Associates, will provide tips and techniques to improve your time management skills and your overall effectiveness. You will learn: -Six key principles underlying effective time management -How to ensure that your activities are consistent with your goals -How to be proactive rather than reactive with your timeTRANSCRIPT
COMPLIMENTARY WEBINARThis document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden.
September 9, 2014 | Julie Thomas
This document contains proprietary information of ValueSelling Associates. Its receipt or possession does not convey any rights to reproduce or disclose its contents or to manufacture, use, or sell anything it may describe. Reproduction, disclosure, or use without specific written authorization of ValueSelling Associates is strictly forbidden.
© 2014 ValueSelling Associates Inc. All rights reserved.
© 2014 ValueSelling Associates, Inc. All rights reserved.
Time is really the only capital that any human being has, and the only thing he can't afford to lose.Thomas Edison
© 2014 ValueSelling Associates Inc. All rights reserved.
Today’s objectives
Six principles underlying effective time management
Alignment: Activities and goals
Be proactive and protective
© 2014 ValueSelling Associates Inc. All rights reserved.
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 to do!
Getting more done with less is key© 2014 ValueSelling Associates Inc. All rights reserved.
6 ways to control a crazy day
1. Put your goals in writing, make them SMART
2. Categorize activities relative to goals with MTA
3. Deal with interruptions effectively
4. Get explicit information
5. Have objectives for all client interactions
6. Re-qualify prospects regularly
© 2013 ValueSelling Associates Inc. All Rights Reserved.
7
Put your goals in writing
Writing goals down is critical for accountability
Test: Short term goals support long term goals?
Align to your Master Time Allocation (MTA)
© 2014 ValueSelling Associates Inc. All rights reserved.
Download MTA worksheet from:http://www.valueselling.com/pdf/mta_worksheet.pdf
© 2014 ValueSelling Associates Inc. All rights reserved.
Categorize activities relative to goals
© 2014 ValueSelling Associates Inc. All rights reserved.
Getting New
Clients
KeepingExistingClients
AdminDuties
Download MTA worksheet from:http://www.valueselling.com/pdf/mta_worksheet.pdf
Master Time Allocation (MTA)Step 1: List activities by category
Step 2: Estimate time
Step 3: Identify dates for calendar
Create a Master CalendarSchedule 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
© 2014 ValueSelling Associates Inc. All rights reserved.
Proactive Calendar Management
Allow for planning time
Leave some unscheduled time for flexibility
Trade rather than steal
© 2014 ValueSelling Associates Inc. All rights reserved.
Interruptions
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
© 2014 ValueSelling Associates Inc. All rights reserved.
Get explicit information
Avoid doing something twice
Take responsibility for clarification
Eliminate extra work
Get specific criteria:─ What format?
─ Timeline?
Write it down and confirm
© 2014 ValueSelling Associates Inc. All rights reserved.
Have objectives for all client interactions
© 2014 ValueSelling Associates Inc. All rights reserved.
Beware of “professional visitor syndrome”
Agenda, objects, goals are clear
Face time is most valuable
Synchronize client expectations and requirements
Re-qualify prospects regularly
Qualification is a continuous
activity, not an event
© 2014 ValueSelling Associates Inc. All rights reserved.
Our prospect’s reality is dynamic:
Organizations change
Fire drills happen
People can be fickle!
QP = VisionMatchD x Value x Power x Plan®
© 2014 ValueSelling Associates Inc. All rights reserved.
The Value Buying Process
BusinessIssue
Problem Solution
Value Power Plan
DifferentiatedVisionMatch™
Confirm Confirm
6 ways to control a crazy day
1. Put your goals in writing, make them SMART
2. Categorize activities relative to goals with MTA
3. Deal with interruptions effectively
4. Get explicit information
5. Have objectives for all client interactions
6. Re-qualify prospects regularly
© 2013 ValueSelling Associates Inc. All Rights Reserved.
19
At the end of today’s webinarGo to valueselling.com > resources > webinars to download today’s slides
© 2013 ValueSelling Associates Inc. All Rights Reserved.
20
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© 2014 ValueSelling Associates, Inc. All rights reserved.
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© 2014 ValueSelling Associates, Inc. All rights reserved.
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Julie Thomas | President and CEO
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