Cambridge Business Association
10 Secrets of Time Management for Salespeople
Book

10 Secrets of Time Management for Salespeople

Gain the Competitive Edge and Make Every Second Count

Dave Kahle
Career Press, 2003
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Editorial Rating

6

Qualities

  • Applicable
  • Concrete Examples
  • For Beginners

Recommendation

Dave Kahle adapts many now common time management processes for the specific use of salespeople in the field. His underlying assumption is that it is much more difficult for outside salespeople to apply the usual techniques, since their lives are so filled with uncertainty. Plus salespeople tend to be action-oriented, so they don't commonly want to spend time planning or setting up systems. But, Kahle argues, such organization is critical to success in sales. While Kahle claims that most time management principles and tactics "totally miss the unique challenges of the field salesperson," the material he covers in the book sounds very familiar. It echoes many other books about goal setting, problem solving, decision making and effective selling. getAbstract finds that while this may be a helpful review of fairly common material in the guise of time management, the information is hardly unique – although its focus on salespeople's needs may give it additional value for them.

Summary

Why Sales People Need Time Management

Today's rapid pace saddles any outside or field salesperson with more on-the-job pressure. Customers are more demanding. Voice mail requires more telephone time. You can't just drop in on customers; you normally need to make an appointment first, requiring still more phone time. You probably have to collect more customer information than ever before for your company's database. And if you work with a team, as more and more outside salespeople do, that's another drain on your time.

Thus, to be more effective in sorting through all these demands and choosing activities that will make the most sales and money, you need to manage your time well. Time management will focus you on doing the most important tasks and will help you reduce or eliminate activities that drain your energy. The results: you feel more energized. You have a psychic boost. You get more done more quickly. You have better results.

Research supports these claims. A recent National Society of Sales Training Executives study found that the best superstar salesmen are "obsessed with time management," because it helped them achieve more and bigger sales.

If...

About the Author

Dave Kahle has been the number-one salesperson in the country for two different companies in two distinct industries. He is a consultant and educator, who helps salespeople improve their performance. He has published more than 400 articles and authored three books.

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    A. 1 decade ago
    5 years ago, I conducted "Time Management" for Field Sales Team. First reaction after the course is: "Can't apply due to when we visit customer, they are busy or too many customer, I have to stay & wait.
    But infact, when get in the field, if we systematize what we are doing => just like the book suggestion => surely create more "Confident" due to already "Prepared", already become the habit for ourselves & our customers => more effectively