work smarter not harder: creating a model day for success

2 | www.labs.openviewpartners.com

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


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


Follow up: Notes and emails

Appointments: Scheduled calls

Lunch



Meetings: Check ins, kick-offs, retrospectives

Dials Follow up: Notes and emails

Appointments: Scheduled calls



Dials


Dials

Follow up: Notes and emailsDials

Dials

What does a day consist of?


What Does a Day Consist Of?

50 dials (2 hours)

Follow up: Notes and emails (1 hour)

Appointments: Scheduled calls (1 hour)

Lunch (1 hour)

Meetings: Check ins, kick-offs, retrospectives (1.5 hour)

Total: 6.5 hours


Question:

Why aren’t 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

Switching gears,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 you happen to see in your inbox

9:55:10:00- Get up and stretch

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

10:15 - Sit down

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 don’t 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

Proactive Activities

Reactive Activities

Lunch

Reactive Activities


Research for Power Hour

Power Hour

Break

Break




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 Resourceshttp://labs.openviewpartners.com/a-model-day-for-success-in-sales/

http://labs.openviewpartners.com/creating-a-model-day-for-success/

http://labs.openviewpartners.com/ebook/build-outbound-b2b-lead-generation-team/

http://www.entrepreneur.com/article/225865

Referenced articles:

http://www.psychologytoday.com/blog/brain-wise/201209/the-true-cost-multi-tasking

http://www.huffingtonpost.com/2012/05/01/multitasking-emotional-feel-better-_n_1467945.html

http://business.time.com/2013/04/17/dont-multitask-your-brain-will-thank-you/

http://labs.openviewpartners.com/a-model-day-for-success-in-sales/

http://labs.openviewpartners.com/a-model-day-for-success-in-sales/

















work smarter not harder: creating a model day for success

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