The Ninth Time Management Secret: Nurture Helpful
Relationships
Excerpted from 11 Secrets of Time Management for Sales People, Career Press
Early into one of my sales positions, my boss informed me that the operations manager was upset with me. I was too
focused and task-oriented in my dealing with the company’s internal personnel who made things happen in the business. I’d come into the office, drop projects and requests on everyone’s desk, and head out again.
My task-oriented behavior was upsetting people. As a result, they were balking at cooperating with me. My projects
were being left on the bottom of the pile, and other sales people were getting more cooperation.
I had better change my attitude, he told me, or I’d find it very difficult to succeed in this organization.
My lack of good relationships with the people who could make things happen for me was hurting my performance. Eventually, I came around to understand that. I swallowed my pride, bought each one a six-pack of premium beer, apologized, and started focusing on building positive relationships with everyone inside the company.
That was a turning point for me. From that point on, I could accomplish far more because I had gained the willing assistance of a number of people. In so doing, I stumbled onto a powerful time management principle: Creating relationships that result in people gladly working to assist you can be one of your most powerful time management strategies.
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Register by September 30, and use coupon code “Early” to take a 10% early-bird discount. What seems like an obvious conclusion to a lot of people took me a very painful experience to see. I, like so many field sales
people, was accustomed to working pretty much by myself. No one else in the car with me. Most of the time I was alone when I made a sales call. When I was in my home office planning for next week, I was doing that by myself. Most of what I did, I did by myself. So, naturally, when faced with any task, I did it myself. Just like you, and the vast majority of field sales people.
It’s part of our mindset to think of ourselves as lone rangers – masked good guys out there in the field doing battle by ourselves.
So, we don’t think about enlisting the aid of other people. That mindset can be a major obstacle to our effective use of
time. Here’s a poignant example from my experience.
At one point in my career, I was the general manager of a rapidly growing custom-packaging company. The materials manager was a key position in my organization. This person made sure that the all the hundreds of items we needed for our custom kits were in stock when we needed
them. But she had attendance problems, and after months of trying to help her establish good work habits, I had to fire her.
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