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Time Management,
Continued from page 1
Disqualifying leads as quickly as possible allows you to move on to ones that are more likely to become customers. View a hard no as a good thing. It
lets you know to stop chasing a dud lead.

8. Plan Your Day Around Your Customers
You’ve blocked out time on your calendar to call on prospects, but does that time suit your schedule or theirs? If you’re not calling potential customers
when it’s convenient for them, you’re not effectively managing your day. While research can tell you the best days and times to reach prospects, it
comes down to knowing your target buyers’ behaviors and routines. For instance, a noon phone call to a restaurant that is typically packed at lunch
isn’t going to prove successful. Statistics are just a starting point; track your results and get to know your customers’ schedules so you can reach them
at their best times.

9. The 2-Minute Rule
If it takes less than 2 minutes to do, just do it.

There’s a downside in theory: we’re all subject to something called completion bias, meaning we like the feeling of ticking stuff off a list. If we make
our whole day about lists, it’s easy to tick off a bunch of easy stuff, feel a sense of accomplishment and then look back on a whole day wasted on busy
work. But - and it’s a big but - many small, simple tasks simply don’t deserve the energy that’s expended on them to enter them into the system. These
tiny tasks get magnified exponentially once we start treating them like projects. David Allen, author of Getting Things Done, is a big proponent of this
approach. If something comes up in the day and it just takes a couple of minutes, don’t schedule it. Just do it.

10. Avoid Distractions
Distractions abound in the office, diverting your attention from your goals. While a minute or two of lost productivity doesn’t seem like a big deal, it
adds up over the course of the day. One way to combat distractions is to plan your day in advance. Whether you do it last thing in the evening or first
thing in the morning, set your priorities for the day and focus on them.

Of course, some distractions are sneakier than others. Although social media is an increasingly important component of the sales process, spending
15 minutes checking updates and newsfeeds can easily turn into an hour wasted by browsing funny videos. Use distraction-blocking apps to prevent
you from surfing the web and social media.
11. Take a Break
The simple act of taking a break improves your focus and increases your productivity. Tearing yourself away from the computer for as little as 10
minutes will help you clear your mind and improve your concentration. When you return to your desk, you will be refreshed and ready to tackle your
next task.

Takeaway:
Ultimately, the key to time management for the busy salesperson is to work smarter, not harder. Get rid of distractions, prioritize and
focus on your most important task: selling. When you manage your time rather than letting it manage you, you’ll be more productive
and successful, less stressed and more effective.
Source: 11 Time Management Tips for Busy
Sales Reps. Tabitha Edwards. Dantanyze.
July 27, 2016.

1/10, 1:00pm CST : First-Time Attendees: Navigating the PPAI Expo
Walking onto the trade show floor may seem like an overwhelming experience. If it’s your first time at The PPAI Expo, it might even feel a
bit chaotic. Start here to learn about the physical challenges of the trade show and how to be best prepared for them. Learn to develop
a plan of attack and understand what you can expect to accomplish at the show. Learn tips on show etiquette, best practices, supplier
expectations and what to do once you get home after the show. You’ll leave this session a trade-show pro before you arrive on site.

1/31, 1:00pm CST : CAS Required: Business Ethics
Learn about the importance of ethical standards and the steps in ethical decision making. You'll also learn about trademarks, copyrights
and intellectual property rights. This course is required to attain the CAS certification, but attendees do not need to pursue a CAS to
attend this session.

For a complete list of upcoming PPAI webinars and to register, visit:
https://onlineeducation.ppai.org/upcoming-webinars.

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