THE IMPORTANCE OF ORGANIZATION

1. THE IMPORTANCE OF ORGANIZATION The First Step to Success

2. IMPORTANCE OFORGANIZATION • Organization and attention to detail come into play before and after each sale.

3. IMPORTANCE OF ORGANIZATION • If your aim is control, self-control comes first. • For salespeople, self-control and self-management are key parts of the job.

4. TIPS FOR BETTER ORGANIZATION • Use an 8-1/2x11 inch, spiral-bound notebook to plan & record each day’s activities. • It should include your daily plans as well as a record of all your important conversations and meetings, from telephone calls to sales meetings. • This system provides you with a permanent record for looking forward and backward.

5. TIPS FOR BETTER ORGANIZATION • Record the date and all pertinent details of your telephone conversations, both incoming and outgoing. • Doing this ensures that you can look up everything you said and what was said to you.

6. TIPS FOR BETTER ORGANIZATION • Set aside one page for each business day as a daily planner. Draw a line down the center of the page. • Put PERSONAL on one side and BUSINESS on the other. • List all of your activities pertaining to each side.

7. TIPS FOR BETTER ORGANIZATION • The BUSINESSside should include: • Sales meetings • Competition checks • Prospecting • Reading business publications • Client servicing • Presentation preparation • Review/analysis time for sales successes and failures • Paperwork and improving sales skills and techniques

8. TIPS FOR BETTER ORGANIZATION • List all of the calls you have set or should arrange for the next day, plus any meetings. • Put “Get out of the station and on the street” at the top of the list!

9. THE 80/20 RULE • If all items are arranged in order of value, 80% of the value will come from only 20% of the items, while the remaining 20% of the value will come from 80% of the items. • In terms of dollars, 80% of your sales will come from 20% of your clients.

10. ANALYZE YOUR SELLING DAY • Find out where your time goes before you try to assign meaningful priorities. • Use a log to divide each hour in to 15-minute segments, and record each activity using codes to keep it simple.

11. ANALYZE YOUR SELLING DAY • After a typical week, go back and total the time taken on each activity. • Such activities include face-to-face selling, activities related to key selling steps, prospecting, unavoidable activities that are related to business but are unproductive, unavoidable personal activities, avoidable business activities and avoidable personal activities.

12. ANALYZE YOUR SELLING DAY • Identify which of your prospects and clients have the biggest potential and concentrate on them. • Plan on the basis of present and future profitability

13. ESTABLISHINGPRIORITIES Definition: Assigning values to each activity or step that relates to your goals or objectives. • Keeping and using records is an absolute necessity for you to get maximum value from your activities. • Priorities are defined by your clients and your manager, by what they expect out of you.

14. AN ORGANIZATION ACTION PLAN • Get four Pendaflex files for your desk or to place in a portable file box. • On the tabs, write -URGENT-TO SEE OR CALL-AWAITING DEVELOPMENTS -CONTINUING ATTENTION

15. THE “URGENT” FILE • This is for immediate, top-priority projects. • Assign a priority & completion date to each. • Each project should include correspondence. • Each should be reviewed the first thing in the morning, and constantly reviewed throughout the day.

16. THE “TO SEE OR CALL” FILE • Use this folder for material pertinent to meetings and phone calls. • Keep several folders together if you have separate projects requiring follow-up.

17. THE “AWAITING DEVELOPMENTS” FILE • This is where you hold on to those projects that initially require another person to do something related to the work you need to do on this project.

18. THE “CONTINUING ATTENTION” FILE • This file can include a “TO BE READ” folder containing anything you don’t have time to read immediately. • It can also serve as an “ONGOING PROJECTS” folder with materials for something you might originate or other projects that haven’t been requested yet but will come up in the future.

19. REASSIGNING FILES • As appointments are made or deadlines approached, items from “TO SEE OR CALL”“AWAITING DEVELOPMENTS”and “CONTINUING ATTENTION” should be moved to “URGENT.”

20. HOW TO CONTROL PAPERWORK • Stop piling! • Stacks of paper are for people who like to have everything they want to remember to do in plain sight. • This eventually leads to the time-wasting activity of searching for the right paper.

21. STEPS TO OVERCOMING THE PROBLEMS OF PAPERWORK • Set your piles of paperwork in priorities. • Set a regular time for pile reduction. Base that time on your job, your work habits and the demands on you. • Try to do it at the same time each day.

22. STEPS TO OVERCOMING THE PROBLEMS OF PAPERWORK • Use the wastebasket. If you took care of it or if you don’t need it, throw it out. • Teach yourself to speed-read. Concentrate on what you’re reading. Get into the habit of skimming. Watch for the key words and skip the unimportant ones.

23. STEPS TO OVERCOMING THE PROBLEMS OF PAPERWORK • If you started handling your paperwork, finish it. • When you still can’t do the paperwork, reorganize yourself. • Keep reorganizing until you find the system that works for you.

24. THE IMPORTANCE OF ORGANIZATION REMEMBER: • The quickest way to becoming a sales champion is through mastering the art of organization. • Your potential for top earnings is directly related to your aptitude for planning, organizing and controlling time and paperwork.