Sales Training on Time Management
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.
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.
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
- Stephen Covey
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