Summary
This one-day program helps sales representatives center themselves on the purposes and values they want to guide their daily decisions. It encourages them to use the their professional and company objectives to maintain focus on those goals which are most important to their success - regardless of conflicting agendas or other demands on their time. In this workshop, sales professionals will learn how to: clarify their goals; prioritize their job responsibilities; analyze how they are currently spending their time; assess their current time-management capabilities; and identify opportunities to improve their effectiveness. Participants learn a very practical set of time and territory management techniques that can be applied on the job. They also develop an action plan for eliminating or minimizing the effects of current time-management problems, and put together a daily work schedule that enables them to meet their high-priority responsibilities and reduce the time they are currently devoting to low-priority tasks.

Growth is every sales organization’s objective, but not growth at any cost. Market leaders across numerous industries are working to leverage existing resources—to produce more sales, stronger long-term client relationships, and more profitable sales within existing time, territory assignments, and staff resources. Before adding the expense of additional staff or higher incentives, they are finding ways to enable existing sales professionals to get more out of each day, to manage larger territories more effectively, and to leverage themselves in ways that deliver more to the company’s bottom line. Are you?  

Course Outcomes
This intensive program breaks the focus on traditional time management tools and scheduling aids, concentrating instead on managing activity rather than time. A critical pre-seminar exercise has participants log their actual activities over a three-day work period then takes them through exercises which link those activities to company mission, the mission of their own job, and their personal values. They then identify which activities are most important in the service of those missions and values, and which are most urgent. At the end of the day, participants will:

• Assess their current time-management capabilities, strengths and improvement opportunities;
• Identify their company’s mission, the mission of their own job in supporting company objectives, and those personal values which are served in doing their job effectively;
• Develop a personal mission statement which aligns with the company’s mission and values;
• Learn a set of time- and territory-management techniques and practices which they can apply immediately on the job;
• Minimize the negative effect of a current time management problem; and
• Develop a daily work schedule that enables them to meet their high-priority responsibilities while reducing the time they currently spend on low-priority tasks. 

In all, they will have found concrete ways to accomplish more in each work day, add more value for your organization and deliver more earnings and greater satisfaction in their own lives.

The seminar is highly participative and free of generic formulas or quotas for measuring performance. The seminar is designed to be heavily participative and to focus on the participants’ current accounts. This immediate relevance to the achievement of better results generates a high level of motivation among participants.