Time management: How to make the most of a crazy day

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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.

Time is really the only capital that any human being has, and the only thing he can't afford to lose.Thomas Edison


Today’s objectives

Six principles underlying effective time management

Alignment: Activities and goals

Be proactive and protective


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.

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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)


Download MTA worksheet from:http://www.valueselling.com/pdf/mta_worksheet.pdf

http://www.valueselling.com/pdf/mta_worksheet.pdf






Categorize activities relative to goals


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


Proactive Calendar Management

Allow for planning time

Leave some unscheduled time for flexibility

Trade rather than steal


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


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


Have objectives for all client interactions


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


Our prospect’s reality is dynamic:

Organizations change

Fire drills happen

People can be fickle!

QP = VisionMatchD x Value x Power x Plan®


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


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Time management: How to make the most of a crazy day

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