Sales Training on the Psychology of Sales to Achieve Goals

The Time Management Matrix

One of the most challenging things to do effectively in any career, especially sales, is manage your time. You have to keep focused on what the best use of your time is at any given moment. Improper use or mis-management of your time can result in the loss of possibly thousands of dollars in sales volume and as a direct result, your commission suffers.

In Stephen Covey's “Seven Habits of Highly Effective People” he teaches of a time management matrix. Imagine a square, then draw a cross through the square separating it into four quadrants.

Time-Management Matrix

Quadrant One is labeled “important and urgent”. These are typically problems, emergencies, important meetings or tasks which by necessity must be dealt with immediately because of how they impact your operation.

Quadrant Two is labeled “important but not urgent”. These are tasks that contribute to your goals and plans in work and life. The things you place in this quadrant are things that add quality to your life, prevent crisis and are important enough to spend your time on without distractions of day-to-day.

Quadrant Three is labeled "not important but urgent"; that is, urgent on the part of other people. The phone that keeps ringing, the high priority emails, the interruption by individuals looking to pass off their responsibility - these are quadrant three items.

Quadrant Four is labeled “not important and not urgent”. Meetings with no agenda, disorganized days that seem to go by quickly with no feeling of accomplishment, excessive television watching, and repeated complaints about the same issues.

Using the matrix, the goal of your day should be to get as many Quadrant Two tasks completed as possible. The more tasks you complete in Quadrant Two, the less time you will spend on tasks in Quadrant One. Emergencies and problems will still occur, but they will likely happen less often when you spend your day focused your goals.

You will find that there is virtually nothing of any value in Quadrant Three and Quadrant Four. Learn to say “no” with a smile on your face and/or delegate these items. (Don't confuse leisure and rest with Quadrant Four).

Practice Stephen Covey's time management matrix, and it will change the way you manage your work and your life.

"The Main Thing is to Keep
the Main Thing the Main Thing"
- Stephen Covey

Sales Training on Time Management