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What has changed is that between digital technology and rising complexity in business, there is more information and more requests coming at us, faster and more relentlessly than ever.
Unlike computers, however, human beings aren’t meant to operate continuously, at high speeds, for long periods of time. We are designed to move between expending and renewing energy. If we progressively burn down our energy reserves throughout the day, and like constantly withdrawing money from a bank account without making any deposits, we will reach a bankrupt situation.
“It is not enough to be busy… we must ask ‘What are we busy at?'” (Henry Thoreau)
In the offices of Microsoft, where the working patterns of a large number of employees were monitored over a two week period, there was a dramatic demonstration of distraction from primary tasks. Not only did responding to messages divert attention for an average of ten minutes but they also tended to use the break in concentration as a chance to cycle through a range of other applications, meaning a further ten to fifteen minutes went by before they finally resumed their primary task. These were average figures so for some people the distraction could go on for an hour or more!
Forget about multitasking, double tasking is challenging enough!
(Some quotes are extracts from the excellent book…’Manage your day’ by Jocelyn K. Glei)
So what can we do to elevate this email overload and time consuming problem?
- We can change our habits about how we deal with incoming emails
- We can send better emails saving both you and the recipient time
- We can reduce the number of irrelevant and junk emails coming into our inboxes.
- We can educate our contacts in best practice and change the number and type of email they send
- We can find better ways to communicate with our colleagues and clients saving everybody time
- We could have an “Inbox at zero” policy
Want to learn how?
There has been a great deal of research into best practice and how this can be applied to all kinds of businesses from large corporate to owner/manager small businesses. We can help you explore this.
So… Are you controlling your emails or are they controlling you?
“We can do almost anything … but we can’t do almost everything.” Nietzsche
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A few weeks ago, I read about poor Alan Bacon, the media graduate who applied for a job at a well know electrical retailer. Alan had already applied for 300 jobs, so let us be sure he was serious about getting a job. Alan turned up at the interview in his best suit and with a personal presentation. My initial observation of Alan is a conscientious individual, who has taken the time to be well prepared, and ready to make the very best impression. But, it didn’t turn out the way Alan thought it would.
Alan’s initiation into the modern corporate world was the dreaded corporate assessment centre. The applicants were split into two groups and ordered to do a “dance off”. Mr Bacon – a self-described-nerd and “terrible dancer” – found himself “doing rubbish robotics in a suit in front of strangers”.
You are probably like me thinking what has this to do with selling cameras and TV’s. But over the last 20 years the idea that employees should be “fun” and “up-for-it”, whatever “it” might be has trickled deep into the pop psychology of work.
A few years back I attended a similar recruitment centre to Alan. I had applied for a role as Head of Operations in a housing association. Like Alan, I presumed they would have deep-seated social values keen to hear about my experience and strategic views. No. We sat in a circle I picked a baby’s bowl out of a bag and tried to say something interesting. Now I did not see a qualified psychiatrist in the room who could identify if I had murderous tendencies or even if I would be good at the job. They determined whether what I said was “fun” and would therefore fit in with their “fun” culture.
I didn’t get the job. Sour grapes? NO – just a lucky escape!
Business is a serious issue and I find this recruitment process at complete odds with the work I do with managers who are looking for promotion. As a coach, I spend a lot of session time helping people put over a more serious, credible approach accepted in the boardroom with an appreciation of the bigger picture. Therefore, this “pop” psychology can be really dangerous stuff. By recruiting for “fun” attitude are we really considering the future leaders of our organisations. Think about this point if you take the fun thing to its extreme you are excluding 50% of all applicants because they have an introvert manner. I mean here the thoughtful, reserved, calm, detailed people who keep your business on track. Members of your Senior Leadership team may come to mind. Will they dance for a job?
Basic work ethics are important when recruiting people, however do not be scared to recruit people who have a different approach or behaviour. Relationships at work are crucial but everyone brings something different to the business. The high performing teams are the ones that understand the differences between the members and value each other’s differences. If the people in the team then know how to adapt to different behaviour’s it will reduce stress and conflict.
For me work is work and I want it to be enjoyable. When it comes to fun, I will leave that for outside work when I can let my hair down in the fun way that I want. Not fun dictated by someone else.
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Here is the second article from Tony on the Critical Sales Skills you need. Time Management and Self Management will ensure you close those deals.
The first skill that you must master, as a sales person, is effective time management. Then you must develop a sales plan around your time and objectives. When you have the plan you must then execute on it. You must manage both your time and sales territory in order to achieve your plan.
Time management is a salesperson’s most valuable asset and it is not something you can get back. Once time is used it is gone. When a sales person does not use time wisely this means lost sales and lost earnings. This can lead to a company not achieving its goals and having to make some hard decisions about people’s jobs. Planning, organising and allocating priority time to your selling activities is one of the greatest challenges you will face in this profession.
With the market changing sales people are being forced to use time more efficiently and to become even more productive. Sales people have to work smarter. Effective use of time management and planning is their number one goal.
There are two simple, but tough rules to dealing with time management and planning. Once you have used time you cannot buy it back. When it is gone it is gone.
1. You can’t manage time, you can only manage yourself
2. Focus and concentrate on results, not on being busy
Many sales people waste their time and days in activity that is not producing results. They are simply not focused on the right things in the right order. The people who are on top of their game in any walk of life have all developed the skill and capability to focus on what needs to be done. An effective Sales Plan will help you achieve the focus you require to achieve your sales goals.
Remember the saying ‘Failing to plan is planning to fail.’
So what are your top tips for better time management?
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