Beginning with the End in Mind: Time Management Strategies for 2017

© 2017 ValueSelling Associates, Inc. All rights reserved.
Julie Thomas | President and CEO
Beginning with the End in Mind:
Time Management Strategies for 2017
Thank you for joining us today. We will be getting started shortly.
In the meantime, please share the location that you’re joining us from.
Submit your answer via the Q&A window.
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.

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

• Six techniques
to improve
effective time
management
• Alignment:
Activities and
goals
• Be proactive
and protective
Today’s
objectives

Poll What gets
in the way
of managing
time well?

Our
reality
• Time is our scarcest and
most valuable resource
Average 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 of it!
• Getting more done
with less is key

6 ways to
control a
crazy day
Put your goals in writing,
make them SMART
Categorize activities relative
to goals with Master Time
Allocation
Deal with interruptions effectively
Get explicit information
Have objectives for all
client interactions
Re-qualify prospects regularly
01
02
03
04
05
06

Smart goal
setting strategies Specific
Measurable
Achievable
Realistic
Timely

• Writing goals down is
critical
for accountability
• Test: Short term goals
support long term goals?
• Align to your
Master Time Allocation
(MTA)
Put your goals
in writing
Download MTA worksheet from:
http://www.valueselling.com/pdf/mta_worksheet.pdf

Download MTA worksheet from:
http://www.valueselling.com/pdf/mta_worksheet.pdf
MASTER TIME
ALLOCATION (MTA) Step 1: List activities by category
Step 3: Identify dates for calendar
Step 2: Estimate time

CATEGORIZE
ACTIVITIES
RELATIVE
TO GOALS
Getting new clients
Keep existing clients
Admin Duties

• Schedule 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
Create a
master calendar

Proactive
Calendar
Management
• Allow for planning time
• Leave some unscheduled time
for flexibility
• Trade rather than steal
• Block out key activities

• 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
Interruptions

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

Our prospect’s reality is dynamic:
• Organizations change
• Fire drills happen
• People can be fickle!
Re-qualify prospects
regularly
Qualification
is a continuous activity,
not an event

QP = VisionMatchD x Value x Power x Plan®
The Dimensions of Qualification
Business
Issue
Problem Solution
Value Power Plan
Differentiated
VisionMatch™
Confirm Confirm

6 ways to control
a crazy day
Put your goals in writing,
make them SMART
Categorize activities
relative to goals with MTA
Deal with interruptions effectively
01
02
03
04
05
06
Get explicit information
Have objectives for all
client interactions
Re-qualify prospects regularly

Do you have
any questions?

Save the date for our next complimentary webinar
Make Your Quota
by Power Prospecting
February 16, 2017
10 AM PST

At the end of today’s webinar
Go to valueselling.com > resources > webinars
to download today’s slides

At the end of today’s webinar
Visit the eStore
• Books
• ValueSelling
tools
• On-demand
courses
• Complimentary
library of
webinars and
newsletters

Follow us!
ValueSelling-
Associates
ValueSellingAssoc ValueSelling
Associates
@Valuselling

Thank you!
Julie Thomas | President and CEO
julie@valueselling.com
+ 1 858 759 7954
julieathomas

Beginning with the End in Mind: Time Management Strategies for 2017

Recommended

Recommended

More Related Content

What's hot

What's hot (20)

Viewers also liked

Viewers also liked (8)

Similar to Beginning with the End in Mind: Time Management Strategies for 2017

Similar to Beginning with the End in Mind: Time Management Strategies for 2017 (20)

More from ValueSelling Associates, Inc.

More from ValueSelling Associates, Inc. (20)

Recently uploaded

Recently uploaded (6)

Beginning with the End in Mind: Time Management Strategies for 2017

Editor's Notes