Live Deeper — The Ultimate Time Management Strategy

Published: Thu, 02/15/24

Excerpted from 11 Secrets of Time Management by Dave Kahle, Career Press

In 2003 I wrote “Ten Secrets of Time Management for Salespeople,” because I was convinced that time management had become the number one issue for professional salespeople. The book struck a cord, and became a world-wide seller, with translations into eight different languages.

Eleven years after the initial publication, the publisher approached with an idea – an expanded second edition entitled ’11 Secrets of Time Management for Salespeople.” And so we did, understanding the time management had become an even greater challenge.

And now, I see that the world of the professional salesperson has become even more chaotic, more complex and more out of control. The next level of time management goes way beyond just making good decisions about sales time, In today’s chaotic world, time management has morphed into life management.

Our chaotic environment
The changes begin with the impact of communications technology. Smart phones and tablets have burst onto the scene and become so routinely used that it’s difficult to imagine a professional salesperson without one. Along with them came a confusing cornucopia of apps – including games, mapping programs, video apps and a list that grows almost minute by minute.

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Just in the last few years, Skype has come into its own, and spawned a growing list of competitors and similar services. It’s now possible to connect via video to prospects, customers, and colleagues from your smart phone wherever you are.

Social media has become a major presence in the lives and days of millions of people, as well as the salespeople for whom this article is focused. There is an entire generation of people who couldn’t imagine living their lives without Facebook, Instagram, or one of the other social media sites. I hesitate to mention any other specific app, website or service, as there is a likelihood that it will be eclipsed by the next big thing before the ink on the page is dry.

Our economy has created a situation where almost every company is hesitant to take risks and add people. So, more and more of your customers are being asked to do more, accomplish more and become more productive. Customers are more pressed for time than ever. There is an expectation of instant information from everyone. And, likely, those same expectations are being applied to you as well. All this means that businesspeople .... CLICK HERE TO READ FULL ARTICLE

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Listen to my reply to this question: “Q. Dave, I’m from outside the industry, and am accustomed to what I see as a much more professional sales force than what I currently have. Am I off-base in expecting a professional group of salespeople, as opposed to the ‘nice guys’ who don’t seem to take their professions seriously that I inherited?”

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