The Productivity Pro® Blog by Laura Stack - Time Management, Getting Things Done, How to Be More Productive

Numbers 1-10 of 30 scheduling tips:

1. Determine if you really need to meet in person.  How many times have you attended a meeting and asked yourself, “Why am I here?”  Hopefully, you’ve started protecting your time from every person who wants a piece of it.  If my clients want to meet in person, I charge a consulting fee.  For telephone calls, no charge.  Ninety percent of the time, a conference call will suffice.  Extra travel time and expenses are involved when meeting in person, so avoid it unless dialogue and brainstorming are required.

2. Have meeting requests and responses go to your delegate, not to you.  Don’t wade through all the responses; that’s why you have an assistant (if you do).  Under Tools, Options, Delegates, select “Send meeting requests and responses only to my delegates, not to me.”  Brilliant.

3. Create a private calendar to post appointments you don’t want others to see.  We are all used to email folders, where we file email.  Most people, however, have never created a calendar folder.  A calendar folder IS a new calendar.  To create one, follow the same drill for creating an email folder (right-click on the Calendar in the folder list and select New Folder).  However, make sure the folder contains “Calendar Items” in the drop-down box.  Give your new calendar a name such as “Kids Summer Schedule” or “Laura’s personal calendar.”  I kept track of my kids summer activities in one, so my husband would know where his schedule was impacted for driving duty.

4. Check your appointments as Private when you don’t want others to read the text.  Yes, you can!  The Private box is a little, tiny box in the bottom right-hand side of your screen (Outlook 2003) when you create a new appointment.  People who share your calendar will still see a block and that you’re unavailable, but they can’t read the appointment text. 

5. Use the Category box to indicate the project, team, or committee.  Every time you schedule an appointment or accept a meeting invitation, indicate what project it’s related to in the Category box.  Use the Master Category List to add your labels.  “Tag” each appointment with one or multiple categories.  Then under the View menu, select Arrange by, Current View, By Category.  Then you can see all meetings, past and present, you had with a certain group, person, project, committee, etc.

6. Can’t find an upcoming meeting with someone you know you scheduled?  Tired of searching your calendar manually to find it?  Instead, get into the habits of using the Contacts box at the bottom left of each appointment, to indicate whom you’re meeting with (can be multiple people).  To find all upcoming meetings with a particular person, go to that Contact’s address card, select the Activities tab, and in the drop-down box, select Upcoming Tasks/Appointments. The people must be loaded in your personal Contacts list (not just your company’s global address book) for this to work.  If a meeting invitation is used, this feature is automatic, and you don’t need to select the names. 

7. As a courtesy to your coworkers, send a meeting invitation instead of an email when you’d like to connect.  Rather than emailing colleagues and asking, “What’s your schedule today?  Can we get together for 30 minutes?” take a minute to schedule a meeting invitation.  While in your Calendar, select Actions, New Meeting Request, Scheduling Tab, Add Others, Add from Address Book, and select attendees.  Check their availability on the calendar (this assumes you’ve been granted access to their calendars) and find an open time (or select AutoPick to let Outlook find the next available date/time).  Send the meeting request.  When invitees receive it, they can simply click Accept, and Outlook moves the appointment to their calendars for them.  This saves the recipient time and also saves you from trying to coordinate multiple calendars manually.

8. If someone does send an email wanting to meet, convert it into an appointment.  If your colleagues don’t understand the meeting feature and insist on sending emails for appointments, you can quickly turn an email into a Calendar item.  Right-click on the email, select Move to Folder, and then Calendar.  A new appointment window automatically opens, containing your email and any attachments.  Fill in the date, time, and details, and then Save and Close.  The message is moved from the Inbox into the Calendar automatically.  No more manual copying and pasting!

9. Use labels to quickly “see” the layout of your schedule for the day.  Right-click on any appointment in your calendar.  Select Label.  Select Edit Labels.  Change the text to display the colors as you’d like.  Pick colors consistently with your team (travel, multiple locations, training, personal, vacation, meeting, video conference, etc.) so you can quickly see where team members are working and what they’re doing.

10. Block out time to work.  Sometimes you might want to actually schedule an appointment to WORK.  To protect your time from others, schedule a Task on your Calendar (Outlook 2003).  With the Task Pad view in the Calendar showing, click on a Task you’d like to complete.  Hold the left mouse key down while you drag it to your calendar and release.  An Appointment window will pop up, automatically inserting the task into the text portion of the appointment item.  Fill in the time you want to work on the task on your calendar.  Change the Show Time as field to Tentative, if desired.  Save and close.  The task will still be kept in your Task Pad, but now you’ve blocked out time on your calendar to work on it.  NOTE: Do NOT put things you need to DO on your Calendar (that’s what Tasks are for), because if you don’t complete it, you’ll have to move it manually (not so with Tasks).

© 2008 Laura Stack.  Laura Stack is a personal productivity expert, author, and professional speaker who helps busy workers Leave the Office Earlier® with Maximum Results in Minimum Time®.  She is the president of The Productivity Pro®, Inc., a time management training firm specializing in productivity improvement in high-stress organizations.  Since 1992, Laura has presented keynotes and seminars on improving output, lowering stress, and saving time in today’s workplaces.  She is the bestselling author of three works published by Broadway Books: The Exhaustion Cure (2008), Find More Time (2006) and Leave the Office Earlier (2004).  Laura is a spokesperson for Microsoft, 3M, and Day-Timers®, Inc and has been featured on the CBS Early Show, CNN, and the New York Times. Her clients include Cisco Systems, Sunoco, KPMG, Nationwide, and 3M.  To have Laura speak at your next event, call 303-471-7401.  Visit www.TheProductivityPro.com to sign up for her free monthly productivity newsletter.

I’ve worked full-time from my home since 1992 and can’t imagine doing it any other way. Whether you work full time out of your home, occasionally telecommute, catch up on work in the evening, or run a household, you need some sort of dedicated “office” space in your home. Offices can serve as the family computer center, a place to do paperwork, and the occasional work-at-home office.

The first big question is where to locate your home office. Until the last few years, most builders didn’t catch on to the popularity of a built-in home office. If you have a computer, you probably need more than an antique writing desk in the living room. But if you only use your “office” to pay bills, write letters, and return phone calls, you can get away with a corner of the kitchen.

In most homes, extra space is difficult to come by, so you’ll need to get creative. I’ve seen people attempt to use a hallway, part of a bedroom, and even a closet. However, it’s difficult to work while children are running around you, you see your bed and think about napping, or when it’s too cramped. So I’ve always commandeered the “formal” dining room or living room—no one ever used it anyway—so it’s wasted space. Or perhaps you can steal the guest room.

Set yourself up for success. If you are going to be working from your home full-time, use this checklist to ensure you’re set up for success and maximum productivity:
• Where will you set up your home office?
• How will you modify the space to meet your needs?
• Can you lock the door? Can you lock the windows?
• Do you have sufficient lighting for that area?
• What office supplies you will need?
• Where are the electrical sockets located? Will you need additional power sources?
• Do you have enough storage space, such as a file cabinet, bookcases, credenza, closets, etc.?
• Where you will store back-up disks? Is the storage area safe from fire, flooding, etc.?
• If your home office is in the basement, and if the basement tends to get damp, do you have a de-humidifier?
• Do you have a personal computer that you already use at home? Will you need different software or upgrade the RAM? Will others need to stop using it for personal purposes?
• Do you have sufficient office equipment for your home office?
• Do you have a desk? Is it large enough to do office work?
• Do you need to have a modem installed on your home computer?
• Are there sufficient phone jacks in the area you’ve designated for your home office?
• Do you need a separate fax line, Internet line, and business line?
• Do you have voice mail or an answering machine?
• Do you have a smoke detector in your home office area?
• Do you have a fire extinguisher located hear your home office?

Regardless of whether you work full-time from home or a few times each month, your home office has some common requirements:

Furniture and storage
• A professional office desk and worktable
• Sturdy filing cabinets and drawer space for files. Invest in quality pieces that won’t fall apart.
• An ergonomically correct chair
• Bookcases or shelves to hold binders, trays, phone books, and reference manuals
• Stackable storage units that maximize your space vertically
• Large garbage can
• Supply caddy/accessories
• Stackable trays for “in” and “out” boxes
• A large, standing document sorter with slots for envelopes, fax paper, letterhead, etc., that fits under your desk for easy access.

Computer and peripherals
• A computer with lots of RAM, a large hard drive, and a DVD burner
• External back-up system (like www.godaddy.com or an external drive)
• DSL or cable or satellite Internet connection (no dial-up)
• High-security remote access to your offsite office computer (like www.GoToMyPC.com)
• USB hub such as Linksys 2.0, which has seven easy access ports to plug in your keyboard, iPod, PDA docking station, digital camera, USB flash drive, etc.

Software
• Spam filter, such as www.mcaffe.com
• Internet security and virus protection, such as www.norton.com
• Integrated contact management, such as ACT (my favorite) or Goldmine
• Fax within the computer, such as WinFax Pro
• Postage, such as www.stamps.com, www.pitneyworks.com, or www.dhl.com
• Accounting, such as QuickBooks Pro for business or Quicken for home only
• Email software, such as Microsoft Outlook
• Calendar, such as Microsoft Outlook, or a paper planner, such as www.daytimer.com/laurastack

Other technology and equipment for people who work at home
• A separate business phone line and fax line if you conduct business from home so your clients don’t get voice mail saying, “You’ve reached the Smith residence.”
• Wireless headset (I use GN Netcom plus receiver lift)
• Cell phone and PDA, which can be separate, but optimally a SmartPhone, which includes PDA and email access
• Pager or text pager (only if you’re required to carry one)
• High-quality laser printer, copy machine, and scanner (separately or all-in-one)
• Telephone with voice mail

Who knows…setting up a clean, organized, productive office space at home might allow you to consider more work-at-home or other home-based business opportunities.

© 2008 Laura Stack.  All rights reserved.  Laura Stack is a personal productivity expert, author, and professional speaker who helps busy workers Leave the Office Earlier® with Maximum Results in Minimum Time®.  She is the president of The Productivity Pro®, Inc., a time management training firm specializing in productivity improvement in high-stress organizations.  Since 1992, Laura has presented keynotes and seminars on improving output, lowering stress, and saving time in today’s workplaces.  She is the bestselling author of three works published by Broadway Books: The Exhaustion Cure (2008), Find More Time (2006) and Leave the Office Earlier (2004).  Laura is a spokesperson for Microsoft, 3M, and Day-Timers®, Inc and has been featured on the CBS Early Show, CNN, and the New York Times. Her clients include Cisco Systems, Sunoco, KPMG, Nationwide, and 3M.  To have Laura speak at your next event, call 303-471-7401. 

Receive a free eBook “111 Ways to Improve Your Personal Productivity“!

These days, most of us use handheld technology in all aspects of our daily lives, blurring the boundaries between work and home. Has this made you feel more overworked and less energized? If so, you need to learn how to break free from technology, turn it off regularly, stop letting it control you, and unplug in ways that boost your energy. Let’s chat about your electronic habits, and about how to regain control.

1. Plan your screen time and stick to it. It’s unnatural to focus on a computer or TV screen for hours on end instead of interacting with people. Yet this is precisely what most people do — and the subsequent feelings of social isolation and depression can be quite damaging to your energy level.

2. Put your life first. Don’t let technology eat up your free time; technology exists to simplify your life, not to complicate it. It’s up to you to keep it in check. A good start is to turn off all electronics an hour before bedtime.

3. Keep your electronic in-box empty. Slash through the electronic detritus to maximize your efficiency, and therefore your energy level. If you let your voicemail and email inboxes get overcrowded, important communications might fell through the cracks, straining a friend’s or client’s trust in you.

4. Get your computer organized. Too much computer clutter can drain your energy just by forcing you to hunt for things that should be easy to find. Delete old files, reorganize folders, and give files names that make their contents obvious at a glance.

5. Turn off your technology when you’re on personal time. You can’t recharge your personal energies if you’re always working. Once the workday is over, make yourself electronically scarce.

6. Avoid Obsessive Compulsive Technology Disorder. You don’t need to check your email constantly. Doing so is forces your brain to start/stop/start/stop constantly, which requires a huge amount of mental energy. Instead, turn off the technological distractions so you can get work done.

7. Just say no to instant messaging.  Instant messaging is a great way to stay in contact, but too much of it steals time and energy you need for other work. Don’t be afraid to turn on the “DO NOT DISTURB” feature when you want to focus on a task that requires your complete concentration.

8. Match the message to the medium. Use the right means of communication for a particular message. Sometimes email is the most efficient way to communicate with a particular person; sometimes it’s better to pick up the phone.

Electronic devices are supposed to make your life easier, not more stressful. If they’ve begun to dominate your life — including your time off — step back and decide whether all that stress is worth the reward. It may be time to shed some of that technology, or at least to put it back in its place.

© 2008 Laura Stack.  Laura Stack is a personal productivity expert, author, and professional speaker who helps busy workers Leave the Office Earlier® with Maximum Results in Minimum Time™. She is the president of The Productivity Pro®, Inc., a time management training firm specializing in productivity improvement in high-stress organizations.  Since 1992, Laura has presented keynotes and seminars on improving output, lowering stress, and saving time in today’s workplaces.  She is the bestselling author of three works published by Broadway Books: The Exhaustion Cure (2008), Find More Time (2006) and Leave the Office Earlier (2004).  Laura is a spokesperson for Microsoft, 3M, and Day-Timers®, Inc and has been featured on the CBS Early Show, CNN, and the New York Times. Her clients include Cisco Systems, Sunoco, KPMG, Nationwide, and 3M.  To have Laura speak at your next event, call 303-471-7401.  Visit www.TheProductivityPro.com to sign up for her free monthly productivity newsletter.

While working with Teresa Gavigan, one of my clients, on her office organization, we talked about the challenge she was having with an overly booked calendar and what to do about it.  She had recently taken over another entire division and was splitting her time between the two groups, which were in two different buildings.  She had ceded her calendar over to her assistant but hadn’t set any boundaries around what meetings to accept and what to decline.  Her assistant was accepting meetings tentatively, which resulted in Teresa often being double and triple booked.  She told me she frequently felt like she was “having a Lucy Ricardo moment” as she dashed over to one meeting, then over to the next, then back to the other, never wanting to let one or the other down. 

After months of running around harried, she decided that was enough, she was the boss, and she didn’t have to be everywhere and be available at everyone’s beck and call.  She decided to reduce the number of meetings she attended by delegating attendance at some and declining others.  She scheduled a regular staff meeting every other week with one group not to exceed one hour and a monthly conference call with the second.  To make up for the reduced group meeting time, she schedules monthly meeting with each of her direct reports to discuss planning items.  All staff members can email or phone her with more immediate concerns.  Additionally, she has a 30-minute “innovation” meeting once a month to discuss a specific topic of future interest to the organization that everyone comes prepared to discuss.  With the boundaries she’s placed on her schedule, the regularly scheduled staff meetings and individual meetings, she feels much more in control and less like a “Lucy.”  What have you done to regain control of your availability?

No matter how technologically savvy we become, we can’t seem to eliminate paper. In fact, studies estimate that we generate up to ten times more paper than we did before the advent of the computer! How much of that paper is sitting in stacks on multiple surfaces all over your home and office?  To tame those mountains of paper, try throwing these ideas at them.

1. Consistently purge your files without fear. Before you embark on an overhaul of your filing systems, purge all the old junk first. Why spend time dealing with paper you’re just going to toss anyway?

2. Create and maintain a filing system that allows you to find papers easily. If you can’t find a particular piece of paperwork when you need it, it might as well not exist. Pick a logical filing scheme and follow it religiously.

3. Follow a daily processing system for staying on top of mail and paperwork. Keep track of your incoming mail and other paperwork every day, and use the 6-D system to deal with it: discard, do, delegate, date, drawer, or deter.

4. Handle bills in a timely fashion and keep up with bookkeeping. Limit the number of credit cards and checking accounts you have, and learn to file everything effectively so you know when bills are due. Online payments can help.

5. Know where you put every piece of paper you receive. Keep different types of paperwork in separate files, and think before you put something into a file: is it really worth my time and effort? For example, most store coupons aren’t.

6. Handle phone calls and voice mail productively. Avoid phone tag, which does little but add to your daily paper deluge. Answering the phone when it rings can be much more effective. Also, start a phone log to keep track of who you’ve called and who’s called you.

7. Use technology to reduce paper and complete tasks quickly. Utilize computers and related devices to automate what would ordinarily be paper-based tasks: e.g., holiday lists, contact management, word processing, and mass-mailings.

8. Keep important papers up to date and easy to locate. It’s especially important to keep track of insurance, medical documents, and wills, and to keep them current at all times. Make a list of all your passwords and bank account numbers too, and make sure your loved ones know where to find that list.

9. Use a calendar system to track family members’ schedules. Use ONE calendar that contains ALL your personal, family, and work commitments, so you can track and sync other people’s schedules with your own.

10. Organize and keep up with my reading. If you’ve got too little time to keep up with your reading, cut back on your commitments, and try listening to audio books. Even better, ditch the stuff that’s so dull it puts you to sleep.

It pays to spend a little time every day making your bill paying, filing, reading, tracking, and scheduling more manageable. If you don’t get control of the paper monster, it’ll get control of you. If that happens, you’re likely to find yourself drowning in a sea of paper — not exactly the most dignified way to go!

© 2008 Laura Stack.  Laura Stack is a personal productivity expert, professional speaker, and author who helps busy workers Leave the Office Earlier® with Maximum Results in Minimum Time™. She is the president of The Productivity Pro®, Inc., a time management training company in Denver, Colorado, that caters to high-stress industries. Laura’s newest productivity book, The Exhaustion Cure (Broadway Books), hits bookstores in May 2008.  Laura is a spokesperson for Microsoft, 3M, and Day-Timers®, Inc and has been featured on the CBS Early Show, CNN, and the New York Times. Her clients include Cisco, Sunoco, KPMG, Nationwide, and MolsonCoors.  Contact her at www.TheProductivityPro.com. 

Do you own your possessions, or do your possessions own you? It’s easy to get overwhelmed by all the stuff you’ve accumulated — everything from toys and clothing, to tools and all the stuff you regularly use that still counts as clutter. If you’re tired of all your stuff weighing you down, here are some ideas that may help you regain control.

1. Have a systematic plan to get and stay organized. The key to getting organized is FOCUS. Focus on getting one thing completed before moving to the next area. Act like a postage stamp: stick to one thing until you get there.

2. Eliminate clutter and resist adding more. Don’t let your belongings control you. For a start, get rid of unhappy reminders from the past, stop keeping old magazines and newspapers, and don’t buy things just because they’re on sale.

3. Keep your briefcase, tote, or purse organized and clutter-free. Don’t carry stuff around just because you might need it someday: all you’ll end up with is a cluttered mess and a backache. Carry only what you need on a daily basis, keep everything tucked into its own slot, and always put things back after using them.

4. Maintain clutter-free drawers and closets. Don’t just toss things in drawers and forget them. Make liberal use of file folders, trays, and dividers, and use baby food jars as handy paperclip holders and junk catchers. Closets should be subjected to a thorough cleaning at least twice a year.

5. Organize memorabilia such as photos and keepsakes. Before taking the time to organize an item, determine if it’s something you should be keeping in the first place. Don’t keep stuff that doesn’t have any specific meaning or use to you.

6. Keep kids’ toys, clothes, and books organized. Any family with children inevitably fights the battle of the messy monster. Having toys, clothes, and books around is inevitable, but clutter is not. Keep what’s used, and get rid of the rest.

7. Set up and maintain your kitchen in an organized fashion. We spend so much time in the kitchen putting groceries away, preparing meals, and doing dishes, it’s important to maintain an organized space. Be picky about what you keep, and always have frequently-used items close at hand.

8. Keep your car organized and clean. You don’t want to have a two-ton trashcan on wheels. Organize the clutter that stays in the car, and never let anyone get out empty-handed — make sure your trash leaves the car whenever you do. 

9. Set up an effective "office" space in your home. A home office isn’t a luxury these days; it’s just about a requirement. Offices can serve as the family computer center, a place to do paperwork, and the occasional work-at-home office.

10. Keep your house neat, and tidy up daily. Cleaning up doesn’t require anything fancy. Just make sure everything’s in or near when it should be, and regularly put things away so it’s easier to maintain a peaceful, productive frame of mind.

If owning too much is a problem for you, get serious about de-cluttering your life. Otherwise all the clutter will weigh you down, putting pressure on your other pillars of productivity. Start organizing and thinning out your possessions a little bit at a time, and eventually you’ll get there. You’ll be amazed at how good you feel, and how much easier life will be, when all the junk’s gone!

© 2008 Laura Stack.  Laura Stack is a personal productivity expert, professional speaker, and author who helps busy workers Leave the Office Earlier® with Maximum Results in Minimum Time™. She is the president of The Productivity Pro®, Inc., a time management training company in Denver, Colorado, that caters to high-stress industries. Laura’s newest productivity book, The Exhaustion Cure (Broadway Books), hits bookstores in May 2008.  Laura is a spokesperson for Microsoft, 3M, and Day-Timers®, Inc and has been featured on the CBS Early Show, CNN, and the New York Times. Her clients include Cisco, Sunoco, KPMG, Nationwide, and MolsonCoors.  Contact her at www.TheProductivityPro.com. 

"Having a little trouble getting motivated? From work responsibilities to personal calendars and endless to-do lists, we can all find ourselves stretched in too many directions. To give you a little boost, we’ve generated a list of the top 100 productivity and lifehack blogs. Here they are, arranged by category, but in no particular order."

Technology is both a blessing and a curse. It can definitely improve your productivity, but having to deal with email, voicemail, the Internet, Blackberries, PDAs, cell phones, and pagers can make you less productive if you’re not careful. Here are a few suggestions on how tame your technology .

1. Try to reduce "information overload."  Understand that you can have too much information, and find a way to get rid of the excess. Get off mailing lists, learn computer shortcuts, narrow your web searches, cancel subscriptions, and use filtering rules to reduce electronic junk.

2. Use proper netiquette. Among other things, DON’T SHOUT, don’t be sloppy, and keep your messages brief and to the point. Make it easy for other people to respond, and most importantly, don’t waste their time with your email use.

3. Leave effective voicemail messages. Plan your messages ahead of time, and make them brief. Don’t mumble, don’t ramble, watch your tone, and leave more than just your name and number. Above all, avoid playing telephone tag.

4. Use your phone as an effective productivity tool. Unless you’ve got a pressing deadline, pick up the phone when it rings and take care of the issue right then. Get to the point quickly, and stay focused. Plus, use a wireless handset — it lets you handle phone calls anywhere in your home or office.

5. Keep your computer files well organized, so you can find them easily. Use directories and subdirectories effectively, give your project files logical, easy-to- remember names, and always save them where they’re supposed to go.

6. Know the available productivity features of your email program. Keep your inbox clean by reading, replying, and deleting every email ASAP, if possible; otherwise, organize and store important emails in logically-named folders. Learn to use your email program’s Calendar feature, too.

7. Run regular maintenance routines on your computer. This will ensure high performance and help protect your data. Do regular system scans with antivirus software, run complete backups regularly, and purge your old files frequently.

8. Understand the features and purposes of electronic and paper systems. Decide which systems work best for you in specific circumstances, and know when to use each.

9. Eliminate email spam. Use pop-up blockers and email filters, and don’t read or reply to spam at all. If you need to provide personal information online, use an email address you signed up for using fake information.

10. Remember that you control your technology; it doesn’t control you. The most useful tool on your phone, computer, Blackberry, PDA or pager is the OFF button. Do you even know where it is? Remember that you can turn your technology off, and you can respond to it when you’re ready — not when everyone thinks you should.

It’s amazing how useful technological tools can be — but it’s equally amazing just how distracting they can be, especially when they’re not properly used. Instead of responding mindlessly to that hunk of plastic and electronics when it bleeps at you, learn to put it to work for you in an effective and organized manner. Understand what to avoid, what to take advantage of, and just as importantly, where the OFF button is — and how use it.

© 2008 Laura Stack.  Laura Stack is a personal productivity expert, professional speaker, and author who helps busy workers Leave the Office Earlier® with Maximum Results in Minimum Time™. She is the president of The Productivity Pro®, Inc., a time management training company in Denver, Colorado, that caters to high-stress industries. Laura’s newest productivity book, The Exhaustion Cure (Broadway Books), hits bookstores in May 2008.  Laura is a spokesperson for Microsoft, 3M, and Day-Timers®, Inc and has been featured on the CBS Early Show, CNN, and the New York Times. Her clients include Cisco, Sunoco, KPMG, Nationwide, and MolsonCoors.  Contact her at www.TheProductivityPro.com. 

I like a new service by Catalog Choice, in which you decide which catalogs you want to receive.  When you receive a catalog you don’t want, you enter it on your account and select "Decline Catalog."  They contact the merchant on your behalf and request that they no longer send you their catalog. Reduce the number of catalogs you receive in the mail!  One-stop-shop method keeps you from having to unsubscribe to each one individually—a real time saver!

Its About Time

Pareto is very busy in the sales world.  You know the 80-20 rule.  In this case, it means that only 20% of salespeople spend 80% of their time on selling activities.  Are you in this group?  See if you recognize yourself.  If not, here’s how you can join the group.      

Put your fingers on it fast.  Laura Stack is a professional speaker and author of Leave the Office Earlier® and Find More Time.  She sees several time wasters that cost salespeople valuable selling time.  One of the biggest time wasters is lacking a system to track client history.  The system should include notes on conversations that took place, with whom, and when they took place.  Stack says, “To be truly organized you should be able to have a prospect call you out of the blue and you should be able to immediately refer back to a conversation that took place years ago.”  Without the system, you can’t be effective. You may even frustrate clients who have to repeat themselves and might have to rely on facts that aren’t correct.   Stack uses ACT! to take notes while talking with clients on the phone.  Many salespeople are unaware that Outlook can be used to track history.  The journal feature allows you to take notes and attach those notes to the contact.  Stack adds that you can use a manual folder system if you prefer. What is essential is to have a system to aggregate and retrieve client history. 

There’s an unexpected time waster—the BlackBerry.  It’s hard to use one for taking notes because you can’t type that fast.  Stack sees salespeople taking notes on scraps of paper, place mats and even their hands. That haphazard system makes them more disorganized.  She suggests, “Understand the features and benefits and decide if it’s for you.”  It’s important once you do take notes to enter them into your system as soon as possible so they don’t pile up.

Get to work fast.  Another time waster is when salespeople lack a plan or poorly plan their daily activities.  It starts by having a system to schedule follow up tasks like telephone calls.  If you tell a customer you will call in two weeks, you must follow through.  Some salespeople think they can remember everything they promise. That’s far too taxing. Instead, a technology supplied or manual system works well to keep your promises.  She says, “People will work with someone who is reliable more than someone they like.”  Some inefficient salespeople begin each day thinking, “Who am I supposed to call today?”  Stack says that when you come to work each day you should already know whom you’re supposed to call and what you’re supposed to do.  If you work in inside sales, your planning can be the last task of the previous day.  If you do a lot of driving, a week out is sufficient and more time is required for air travelers.  In addition, at the beginning of each month Stack recommends reviewing activities for the coming month.

Work on selling.  Stack sees many salespeople wasting time on activities that take them away from selling. One activity is constant email checking which she suggests reducing to once per day. She sees salespeople who take notes on spiral notebooks only to waste time flipping back through the notebooks to locate a particular piece of customer information.  She often hears complaints about completing reports that are time wasters. Yet when she asks, “What have you done about it?” she often gets the response, “Nothing.”  Stack reports, “If leadership knew, they would care as it’s directly impacting the profitability of the sales force.” 

You may think you don’t have time to plan your selling.  You really do.  Stack says, “Organization is an enabler. Once it’s in place, it allows you to make more sales. It’s a launching pad to reach more sales revenue.”  Sounds like it’s time to take the leap and join the 20% that are selling more effectively. 

Maura Schreier-Fleming works with business and sales professionals on skills and strategies so they can sell more and be more productive at work.  She is the author of Real-World Selling for Out-of-this-World Results which is available at www.BestatSelling.com.  She founded her company Best@Selling in 1997.  You can reach her at 972.380.0200 or info@Bestatsellling.com.