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View Live Stats View ReviewsProfitable Sales through Effective Planning & Prioritisation
Sales Training to Boost Your Performance
Face to face / Virtual public schedule & onsite training. Restaurant lunch included at STL venues.
From £495 List price £650
- 1 day Instructor-led workshop
- Courses never cancelled
- Restaurant lunch
Syllabus
Who is this course for?
This one-day course is ideal for sales professionals at all levels who are looking to enhance their time management skills to achieve better productivity and sales results.
Whether you are a seasoned salesperson seeking to refine your techniques or a new entrant to the sales field aiming to build a strong foundation, this training provides valuable insights and practical tools tailored to your needs.
Sales managers looking to improve their team's efficiency and effectiveness will also benefit significantly from the strategies discussed.
Benefits
Attending this course will equip you with the skills to effectively manage your time and sales territories, leading to increased productivity and higher sales performance.You will learn to set and prioritise goals, use tools and technology to streamline your daily activities, and overcome common time management obstacles.
By the end of the training, you will have developed a personalised action plan that will help you stay focused and continuously improve your efficiency, ultimately contributing to your professional growth and success.
Course Syllabus
Understanding Time Management in Sales
The Importance of Time Management for Sales Success
Common Time Management Challenges for Salespeople
Setting Effective Goals and Priorities
Planning and Organising Your Day
Daily and Weekly Planning Techniques
Prioritising Sales Activities and Accounts
Using Tools and Technology to Manage Time Efficiently
Managing Sales Territories
Defining and Segmenting Your Sales Territory
Strategies for Effective Territory Coverage
Balancing Prospecting and Account Management
Overcoming Time Management Obstacles
Identifying and Addressing Time Wasters ("Time Thieves")
Strategies to Minimise Distractions and Procrastination
Techniques for Effective Follow-up and Client Engagement
Prices & Dates
What you get
"What do I get on the day?"
Arguably, the most experienced and highest motivated trainers.
Face-to-face training
Training is held in our modern, comfortable, air-conditioned suites.
Lunch, breaks and timing
A hot lunch is provided at local restaurants near our venues:
- Bloomsbury
- Limehouse
Courses start at 9:30am.
Please aim to be with us for 9:15am.
Browse the sample menus and view joining information (how to get to our venues).
Refreshments
Available throughout the day:
- Hot beverages
- Clean, filtered water
- Biscuits
Virtual training
Regular breaks throughout the day.
Learning tools
In-course handbook
Contains unit objectives, exercises and space to write notes
24 months access to trainers
Your questions answered on our support forum.
Training formats & Services
Training Formats & Services
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Training manual sample
Below are some extracts from our Profitable Sales through Effective Planning & Prioritisation manual.
Time Management Challenges
By managing time efficiently you are able to
improve your productivity and success.
Typical challenges are;
1. Overwhelming
Task List
Challenge: There are
numerous tasks to juggle—prospecting, meetings, follow-ups, and administrative
work—which can be overwhelming and lead to prioritisation issues.
Solution: Prioritise
tasks using the Eisenhower Matrix. Categorise tasks into four quadrants:
urgent and important, important but not urgent, urgent but not important, and
neither urgent nor important. Focus on what’s both urgent and important and
plan time for the rest.
2. Interruptions
and Distractions
Challenge: Frequent
interruptions by calls, emails, and meetings, will disrupt your focus and
productivity.
Solution: Block out
time on your calendar for focused work sessions. Use tools like time-blocking
or the Pomodoro Technique to allocate specific periods for deep work and minimise
distractions.
3. Difficulty
in Prioritising Leads
Challenge: Prioritising
which leads to focus on will result in inefficient use of your time.
Solution: Implement
a lead scoring system based on factors like engagement level, company size, and
potential deal size. This helps in identifying high-priority leads and focusing
efforts where they are most likely to yield results.
4. Managing
Follow-Ups
Challenge: Keeping
track of follow-ups and ensuring timely communication with prospects can be
challenging, leading to missed opportunities.
Solution: Use a CRM
(Customer Relationship Management) system to automate reminders and track
follow-ups. Set up automated email sequences for routine follow-ups and use
task lists to keep track of important dates.
5. Balancing
Administrative Tasks with Selling
Challenge: Sales professionals
either spend too much time on administrative tasks which takes them away from
selling time, or they avoid administrative tasks leading to a lack of
organisation and follow up.
Solution:
Streamline administrative tasks by automating processes where possible. Utilise
tools for scheduling, document management, and data entry to reduce manual
workload. Set time aside each day for administrative tasks or do as you go
along. Delegate non-sales tasks to administrative support if available.
6. Underestimating
the Time Required for Sales Activities
Challenge: Sales
professionals often underestimate how much time tasks like research, proposal
writing, and negotiation will take, leading to time crunches.
Solution: Track the
time spent on different activities to get a better sense of how long tasks
take. Use this data to plan more accurately and build buffer times into your
schedule.
7. Procrastination
and Lack of Discipline
Challenge:
Procrastination can derail productivity, especially when faced with challenging
or less enjoyable tasks.
Solution: Set
clear, achievable goals and deadlines for tasks. Use techniques like the 2-Minute
Rule (if a task takes less than 2 minutes, do it now) and reward yourself
for completing tasks to build momentum and stay motivated.
8. Not
Allocating Time for Personal Development
Challenge: Sales professionals
can get so caught up in immediate tasks that they neglect ongoing learning and
self-improvement, which is crucial for long-term success.
Solution: Schedule
regular time for personal development, such as training sessions, reading
industry-related materials, or attending webinars. Treat this time as
non-negotiable and integral to your role.
By addressing these challenges with targeted
strategies, sales professionals can better manage their time, increase
productivity, and ultimately drive more successful outcomes in their sales
efforts.
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