Written by Mason Duchatschek

Continued from page 1

So let me get torepparttar point. Are your salespeople spinning their wheels? Are they spending time, money, and energy keeping busy or producing results? If you’re not sure, be onrepparttar 127391 lookout. Watch and see if your reps are doing things that less-skilled and lower-paid support personnel could be doing for them. Do your representatives spend time doing things manually that could be done better, faster, and more efficiently using technology?

For example, are they writing and launching mailing campaigns that could be done better and faster by an assistant with a computer and automation software? Are they spending hours each day leaving messages in prospective clients’ voice mail boxes instead of having sales assistants with Direct Voice Mail Marketing Systems make calls for them?

Let me encourage you to rethinkrepparttar 127392 assignment of individual job responsibilities and listrepparttar 127393 tasks necessary for successful job performance. Take a look at which tasks requirerepparttar 127394 specific knowledge and ability of a salesperson and which ones don’t. Build teams of support personnel and leverage technology wherever possible to cost effectively and efficiently accomplishrepparttar 127395 simple, yet time-consuming, tasks that hold your salespeople back.

Copyright 2001, Mason Duchatschek

Mason Duchatschek is the president of AMO-Employer Services, Inc., in St. Louis, Missouri, and co-author of the book Sales Utopia: How to Get the Right People, Doing the Right Things, Enough Times. His phone number is 1-800-245-0445, and his company’s website is

Time Management Tips

Written by John Boe

Continued from page 1

1. Plan your dayrepparttar night before. List and prioritizerepparttar 127390 top five objectives you desire to accomplish when you get torepparttar 127391 office. Start withrepparttar 127392 number one item on your list and stay with it until it is complete. Try to dorepparttar 127393 most difficult tasks first.

2. Your first priority as a salesperson is to make appointments. If you do not have an appointment with a prospect, then get onrepparttar 127394 phone and make one. I recommend you make your phone calls inrepparttar 127395 morning when you are fresh and alert.

3. Let your friends and co-workers know when you do not want to be disturbed. Close your office door and stay focused onrepparttar 127396 task at hand. An open door invites continuous distractions.

4. Get torepparttar 127397 office early. You will never be successful inrepparttar 127398 sales profession if you get intorepparttar 127399 habit of coming to work atrepparttar 127400 “crack of noon.”

5. Avoid long personal phone calls, lunches and coffee breaks. How much of your day do you spend with a client or actively prospecting for new business? You may want to start an activity log and track how you spend your time.

6. Delegate, delegate, delegate. Avoidrepparttar 127401 temptation of doing administrative duties and paperwork. Salespeople historically tend to hide behind their paperwork. Focus your efforts onrepparttar 127402 things that you are licensed or hired to do and consider employing someone else to handle your paperwork. If you have any doubt, ask yourself “What isrepparttar 127403 best use of my time right now?”

John Boe, based in Monterey, CA, helps companies recruit, train and motivate top-quality people. To view his online Video Demo or to have John Boe speak at your next event, visit or call (831) 375-3668.

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