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Topics Covered: <a href='/resources/search/?query=Sales personnel'>Sales personnel</a> | <a href='/resources/search/?query=Evaluation'>Evaluation</a> | <a href='/resources/search/?query=Time Management'>Time Management</a>
Sales Strategy
Dec 12, 2009 | Jonathan Farrington lock

We all know that procrastination is the thief of time, but it doesn't have the monopoly.
Complete this analysis of your own 'typical' day and identify what or who is wasting your time - only then can you do something about it.

To use this analysis:

o First list out everything that happens in a typical day - if you want to be really strict with yourself then don't forget those chats over a cup of coffee with your colleagues at the drinks machine!!

o Then write down how long those activities take - Be honest!! - You'll only cheat yourself.

o Under column three identify those that someone else is capable of doing (don't worry about the logistics at this stage) and mark with an S. Annotate those activities that do not add value or positively contribute to your working day and mark those with a V - (we suggest the coffee chats go under this category!).

o All other activities which don't fall into the S or V categories should be valuable tasks which cannot be done by someone else; these should be marked as category E.

o Next total the three categories up

S =

V =

E =

o Add the three together to give

W =

o Now the moment of truth. Using the following, work out what percentage of your time is being robbed.

(S + V) / W x 100 =?

( _ = _ ) / _ x 100 =

Finally ask yourself these questions:

o Is the percentage acceptable?

o Can I eliminate (through either delegation or self discipline) any of the time robbers?

o Is there anything or anyone consistently abusing my time and if so, can I do something positive about it?

I suggest that you complete this exercise from scratch every three months until you're completely sure your percentage is as low as you are ever going to get it.

Copyright © 2006 Jonathan Farrington. All rights reserved

About the Author:
Jonathan Farrington is the Managing Partner of The jfa Group.

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