Setting Yourself Up For A Successful Sales Day

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Information about Setting Yourself Up For A Successful Sales Day

Published on January 9, 2009

Author: cochranmarc

Source: slideshare.net

Setting Yourself Up for a Successful Sales Day Tips on getting out of your own way, and being productive and successful

Learn best practices for organizing your desk and day to be the most productive and most effective you can be Walk away with at least 5 takeaways that you can put into practice immediately Understand that everything is not important 80/20 Objectives

Learn best practices for organizing your desk and day to be the most productive and most effective you can be

Walk away with at least 5 takeaways that you can put into practice immediately

Understand that everything is not important

80/20

Realization Your desk is a piece of WOOD. It has no power over you, nor can make decisions for you. YOU make decisions on what to focus on and when. You

Realization

Your desk is a piece of WOOD. It has no power over you, nor can make decisions for you. YOU make decisions on what to focus on and when.

80/20 You’ve heard it before, but do you actually practice it? How many focus on the top 20% RGA activities that bring the biggest return 80% of the time? Sets foundation for everything you do – the ability to prioritize and decide what to do

You’ve heard it before, but do you actually practice it?

How many focus on the top 20% RGA activities that bring the biggest return 80% of the time?

Sets foundation for everything you do – the ability to prioritize and decide what to do

Systems Desk – organize your desk to have a consistent processing system that you trust Getting Things Done Have everything close at hand Notepads, Screening, Job Order Forms, etc Lists – separate lists Biz Development, Recruiting, Non-RGA, Personal Prepare – Purpose of calls, materials ready and in front of you Process piles – do it (<2 mins), delegate it, defer it, delete it (throw away)

Desk – organize your desk to have a consistent processing system that you trust

Getting Things Done

Have everything close at hand

Notepads, Screening, Job Order Forms, etc

Lists – separate lists

Biz Development, Recruiting, Non-RGA, Personal

Prepare – Purpose of calls, materials ready and in front of you

Process piles – do it (<2 mins), delegate it, defer it, delete it (throw away)

My Desk

My Desk

Templates Save time by having common emails, letters, other correspondence in templates: Candidate Follow Ups Client Letters Application Letters Don’t re-type it every time if you don’t have to

Save time by having common emails, letters, other correspondence in templates:

Candidate Follow Ups

Client Letters

Application Letters

Don’t re-type it every time if you don’t have to

Template Examples

Email I’m not going to tell you to turn it off BUT it is a distraction, crutch, and reason people aren’t more productive Use it strategically Folders Action Req’d, Archive, Follow Up Subfolders – Newsletters (use RSS and Google Reader), Indeed, Bounty Jobs Rules – out of site, out of mind Do it, delegate it, delete it, defer it

I’m not going to tell you to turn it off

BUT it is a distraction, crutch, and reason people aren’t more productive

Use it strategically

Folders

Action Req’d, Archive, Follow Up

Subfolders – Newsletters (use RSS and Google Reader), Indeed, Bounty Jobs

Rules – out of site, out of mind

Do it, delegate it, delete it, defer it

Blocking Your Time Structure your day around consistently focusing on RGA’s Block time Work on one thing at a time Batch like items together (remember your lists) Do what works for your Meetings: early or late in the day, rarely in production hours Hold yourself accountable 80/20?

Structure your day around consistently focusing on RGA’s

Block time

Work on one thing at a time

Batch like items together (remember your lists)

Do what works for your

Meetings: early or late in the day, rarely in production hours

Hold yourself accountable

80/20?

Ideal (not always) schedule 8-8:45am – Follow up, Reading, Reflection, Process 8:45am-9am – Morning Huddle 9am-10:15am – Project/Protected Block I 10:15am-10:30am – Follow ups/process 10:30am-12pm – Project/Protected Block II Lunch 1-2:30pm – Project/Protected Block III 2:30pm-2:45pm – Follow ups/process 2:45pm-4pm – Project/Protected Block IV 4pm-5pm – Follow up/process 5pm….Whatever needs to be done

8-8:45am – Follow up, Reading, Reflection, Process

8:45am-9am – Morning Huddle

9am-10:15am – Project/Protected Block I

10:15am-10:30am – Follow ups/process

10:30am-12pm – Project/Protected Block II

Lunch

1-2:30pm – Project/Protected Block III

2:30pm-2:45pm – Follow ups/process

2:45pm-4pm – Project/Protected Block IV

4pm-5pm – Follow up/process

5pm….Whatever needs to be done

Researching and Building Call Lists Use Agenda or Task function on ATS or CRM Follow ups from previous calls Do it, and immediately set the next action and date Follow ups from previous calls Pull geographic areas – zips, city, or region Pull off or print Go down your list from top to bottom Don’t “over think” each call – you’ll spend too much time analyzing and not enough time on the line Close out other windows so you aren’t distracted

Use Agenda or Task function on ATS or CRM

Follow ups from previous calls

Do it, and immediately set the next action and date

Follow ups from previous calls

Pull geographic areas – zips, city, or region

Pull off or print

Go down your list from top to bottom

Don’t “over think” each call – you’ll spend too much time analyzing and not enough time on the line

Close out other windows so you aren’t distracted

MPC In order to differentiate among the other Recruiters, when you MPC you must have superior knowledge of the candidate and their accomplishments. Make them qualify to be marketed by you 80/20

In order to differentiate among the other Recruiters, when you MPC you must have superior knowledge of the candidate and their accomplishments.

Make them qualify to be marketed by you

80/20

MPC Process Candidate identified Send Candidate Profile Form, Reference Release Form, Articles Phone/In-person Interview Check References Build Profile Using Accomplishments Quotes from References Material from Resume

Candidate identified

Send Candidate Profile Form, Reference Release Form, Articles

Phone/In-person Interview

Check References

Build Profile

Using Accomplishments

Quotes from References

Material from Resume

Examples

MPC Scripts and Email

“ Getting Ready to Get Ready” It’s easier not do things than to do them. What are you avoiding? Go ahead and be honest with yourself. Work your system Turn phone off or let it go to voicemail You can defer more than you think Set mini-goals through blocks of time Hold yourself accountable, no really, hold yourself accountable - journal Always ask yourself: Are you doing the most important thing right now? Would you pay someone to do what you are doing right now? Have a sign or a visual trigger at your desk

It’s easier not do things than to do them. What are you avoiding? Go ahead and be honest with yourself.

Work your system

Turn phone off or let it go to voicemail

You can defer more than you think

Set mini-goals through blocks of time

Hold yourself accountable, no really, hold yourself accountable - journal

Always ask yourself:

Are you doing the most important thing right now?

Would you pay someone to do what you are doing right now?

Have a sign or a visual trigger at your desk

Everyday Accomplish at least 1 thing Set goals for the day Reflect Get better, learn Read Prep for the next day

Accomplish at least 1 thing

Set goals for the day

Reflect

Get better, learn

Read

Prep for the next day

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