Tài liệu Keith Rosen - Time Management for Sales Professionals pptx

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Keith Rosen, MCC




Phone: 516-221-8460 • Email: • Web: www.ProfitBuilders.com

Time Management For Sales Professionals


Ti me Management For Sal es Pr of e s s i onal s


Designing Your Path To Extreme Productivity and Maintaining A Great Life

Table Of Contents



Introduction.……………………………………………………………………………………….5
Chapter One - Journal Your Week.………………………………………………………………13
Chapter Two - Assign A Value To Your Time.…………………….……………………………17
Chapter Three - List All Of Your Activities And Tasks.…….……...………………………...…20
Chapter Four - Categorize Each Activity And Task….…………………………………….……28
Chapter Five - Establish A Timeline For Each Task.……………………………………………44
Chapter Six - Build Automatic Buffers….………………………………….…………...………48
Chapter Seven - Plan For The Unplanned………………………………….……………………64
Chapter Eight - Identify Your Priorities, Delegate The Rest.……………………………………69
Chapter Nine - Create Your Routine.……………………………………………………………77
Chapter Ten - Do Complete Work.………………………………………………………………98
Chapter Eleven - Eliminate Your Hidden Overhead.…………………………………………..102
Conclusion.………………………………………………………………………………..……113


Professional Services - About Success Coaching.……………..…………………….…………117
About The Author.………………………………………………………………...……………121
Suggestions, Comments And Evaluation.………………………………………………………122




Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com

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Time Management For Sales Professionals

Other Valuable Resources




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For More Information Or How To Contact Us


Web Site……………………………………………………………...…. www.ProfitBuilders.com
Email..…………………………………………….………...…………..

Phone……………………………………………………………………………….516-221-8460
About Profit Builders.…..……………………………

About Success Coaching …………….…
Copyright © 2002, Keith Rosen, MCC •
www.ProfitBuilders.com
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Time Management For Sales Professionals
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Designing Your Path To Extreme Productivity and Creating A Great Life


INTELLECTUAL PROPERTY AND LEGAL NOTICE

IMPORTANT NOTE: This eBook is licensed to the original purchaser ONLY for his or her
own personal and limited use and does not include any ownership rights. Duplication or
distribution via email, CD-ROM or floppy disk, network, print or other means to a person other
than the original purchaser is a violation of International copyright law. If you violate this
agreement, you will be subjected to fines, legal bills and/or imprisonment (as well as some
humiliation when this news becomes public.) This also means that you may not share the
password we provide you with anyone.

The material, content and concepts of this eBook are proprietary information and are the
intellectual property of Keith Rosen, owned exclusively by Keith Rosen.

Developed by Keith Rosen. Copyright ©, 2002 Keith Rosen and Profit Builders, LLC. All rights
reserved. No part of this ebook may be reproduced in any form, by any means (including
electronic, photocopying, recording or otherwise) without the prior written permission of the
publisher. No sharing, distribution, adaptation, reselling, group use or repackaging.

You may not distribute change, repackage or resell this program without express written
authorization of the author. Any adaptation or corporate use requires express written
authorization of the author.

If you lead a workshop, develop or deliver a program such as a training program to a group or
company based on or including this material or these concepts, express written authorization is
required.

Copyright © 2002, Keith Rosen, MCC •
www.ProfitBuilders.com
4
Time Management For Sales Professionals

___________________________________________

Introduction

___________________________________________








___________________________________________
Copyright © 2002, Keith Rosen, MCC •
www.ProfitBuilders.com
5
Time Management For Sales Professionals

Introduction
________________________________________________




________________________________________________

Busy with tasks that consume you and your energy? Feel that you’re fighting the clock and just
can’t seem “to get it all” done? Is your typical day fulfilling and enjoyable or putting you on the
road towards overwhelm and burn out? If it's ever been a struggle to reach bigger goals or keep
to your schedule, here's your opportunity to map out a weekly path that will serve you best and
enable you to accelerate your productivity.

With our lives overburdened with responsibilities and “to-do” lists and companies trying to do
more with less, people are re-evaluating their lives and wondering, “How can I best achieve my
personal, professional and organizational goals?” Not surprisingly, the most common complaint
is how to maintain a successful productivity and performance level at work while having a
fulfilling personal life. Long work hours, grueling deadlines and demanding personal
responsibilities make that difficult. Something gets sacrificed, and that’s usually our health,
happiness or relationships.

What do the most successful people have in common? Since each of us have a different
perspective on what success looks and feels like, lets not limit the definition of success to
financial success. Consider the broader definition of success as it touches every area of our lives;
family, heath and well being, relationships, career, etc. Some of the attributes that these
successful people share are as follows.

• A degree of certainty, consistency and order in their lives.
• The ability to masterfully handle adversity, as if they were able to plan for it before it arises.
Copyright © 2002, Keith Rosen, MCC •
www.ProfitBuilders.com
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Time Management For Sales Professionals
• Living a healthy, enjoyable and balanced life.
• A clear personal and professional vision, specific and measurable goals, as well as defined
activities and tasks that support them.

The foundation of these characteristics resides in their ability to create, manage and adhere to a
highly effective routine, their cornerstone for continued success. After speaking with thousands
of people, approximately 97% of the people I had surveyed said they either don’t have a routine
they follow or don’t have one that consistently works for them; that is, one they continually
adhere to that provides balance and harmony in their life. Instead, they wind up working hard,
struggling and staying busy throughout their days, often being diverted from their initial
intentions or the end result they had in mind.

How do you currently manage your day? Is it managed by order or by chaos? Is it dictated by
what has to be done, by the emergencies, fires or problems that arise throughout your day or by a
pre-defined path that you follow from the onset of the day until the end?

In this book, you’ll discover how to design a highly effective daily and weekly routine that
complements your goals, priorities and lifestyle. This way, you can focus on and complete the
activities that support your objectives and enhance your lifestyle and well being.

Now, I know that creating and following a routine may not sound like the most exciting exercise
to take on. After all, engaging in planned activities week in and week out may sound boring,
even monotonous, especially if you have tried this before and found that it just didn’t work for
you. However, imagine what it feels like after going to the gym for a few months or taking on a
new hobby (playing an instrument, a sport, etc.) that you have notice improvement on each time
you do it. It is the repetition of productive activities that lead to greater results.

One of my clients once told me, “Great runners may be born but they have to learn how to walk
first.” After all, what takes longer, training and planning for the race or the race itself? The same
holds true for attaining the level of productivity and success you are looking for.

Copyright © 2002, Keith Rosen, MCC •
www.ProfitBuilders.com
7

Time Management For Sales Professionals
How much time do you invest each week to plan for your success? As Aristotle, one of our
greatest philosophers once said, “We become what we repeatedly do. Excellence then, is NOT an
act but a habit!”

If you are like many of us who are always looking for “more time” or spend the time trying to
figure out the secret to effective time management and how to best invest your time, let me share
it with you. The secret isn’t simply to manage your time better but to manage your-self better.

So, if you feel that by having a schedule, it may restrict you or prevent flexibility and choice
throughout your week, consider this; there’s actually greater pleasure in simplifying one's life, as
opposed to rushing around, filling your days with chores and to-do lists or trying to keep up with
overloaded schedules that result in being buried in trivial tasks.

Investing the time to clearly map your weekly path actually provides you with MORE time and
flexibility, since you are now using your time in ways that enhance you rather than consume you,
eliminating the chance of being diverted from the activities that are most important and move
you closer to your goals.

The fact is, you already have some resemblance of a routine in certain areas of your life. For
example, when you wake up in the morning, do you go through a certain regiment before going
to work (brush your teeth, take a shower, have breakfast, read the paper, etc.)? Are there certain
days and times throughout the week where you have to be (Ex: at the office, picking up/dropping
off the kids, going to the gym, playing a sport, taking piano lessons, etc.)? Whether you realize it
or not, these routine activities enable you to honor your commitments while recognizing that
there is a cost involved if you don’t.

The lesson throughout this book is to learn how to master your day and develop a healthy
relationship with time. Otherwise, your day is going to control and run you.

While many of us enjoy the lure and excitement of a new idea, project or task, others may find
themselves intimidated by new tasks, goals or challenges to overcome. So instead, they get
caught up in the trivial tasks and “busywork,” doing everything except the activities that would
Copyright © 2002, Keith Rosen, MCC •
www.ProfitBuilders.com
8
Time Management For Sales Professionals
yield the highest return for them. Herein lies the challenge and where we often get stuck when
looking to achieve more.

So, if you are looking for consistency in the results you want, it begins with developing
consistency in your thinking, which then leads to consistency in your actions. The outcome? At
the end of your day you’ll be able to sit at home, reflect on each and every day and say, “Wow, I
had the greatest day today!”

Put aside some uninterrupted time so that you can complete the steps outlined in this
book in order to map out the most effective routine that will enable you to create the momentum
to designing and living your ideal life. Rather than jumping right into it, I recommend reading
through this book once or twice just to get a feel for what you can expect. Doing so will also
introduce you to a few new concepts that you can apply immediately to best structure your day.
You may also want to consider working with a success coach to assist and support you during
this process.




Copyright © 2002, Keith Rosen, MCC •
www.ProfitBuilders.com
9
Time Management For Sales Professionals

What To Expect

The intention of this book is to create a weekly routine, with focused, defined actions and tasks
that serve you best and enable you to maximize your productivity, week in and week out. While
you may already have some of the components needed for an effective routine, this book will
enable you to fill in the gaps, providing you with a complete formula for success. The strategies
outlined in this book will also enable you to:

 Dramatically accelerate your level of performance and productivity.
 Reach bigger, more rewarding goals and generate greater results quickly and efficiently
without personal sacrifices.
 Master the art of self-management so that you can manage your day rather than your day
managing you.
 Create “enough” time in the day.
 Uncover the priorities in your life and the activities you want to be doing.
 Get complete with tasks left undone.
 Learn how to plan effectively.
 Identify the time killers and the diversionary tactics that distract you from your indented
path.
 Eliminate what you don’t want to be doing.
 Develop a healthier relationship with time.
 Complete your never-ending “To-do” list by organizing your life.
 Maintain the focus on your path and objectives in order to achieve the results you want.
 Remove the clutter and chaos from your life as well as eliminate the problems and "Hidden
Overhead" that slow down productivity, causes stress and waste time, money and energy.
 Uncover the barriers to managing an effective routine.
 Honor your priorities, do more of the things you want to be doing, take better care of yourself
and have more fun.
 Maintain a fulfilling, healthy balance between your life and your career and enjoy the clarity,
order and peace of mind that comes from having a highly effective routine.

Copyright © 2002, Keith Rosen, MCC •
www.ProfitBuilders.com
10
Time Management For Sales Professionals
In addition, Time Management For Sales Professionals will provide you with a clear
picture of:

 What your personal and professional responsibilities are.
 The activities you can delegate or permanently let go.
 The activities you are currently engaged in that support your goals and objectives.
 The activities you have to do but aren't doing.
 The activities that you are doing but shouldn't be doing.
 The activities that you aren't doing but want to do.

This book contains eleven chapters. Each chapter encompasses a chronological strategy that will
systematically move you through the process of designing your path to greater success in every
area of your life without the overwhelm, stress or resistance that's often associated with
achieving more.


The Strategy For Designing Your Routine For Results

Chapter One - Journal Your Week
Chapter Two - Assign A Value To Your
Time
Chapter Three – List All Of Your
Activities And Tasks
Chapter Four - Categorize Each Activity

And Task
Chapter Five - Establish A Timeline For
Each Task


Chapter Six - Build Automatic Buffers
Chapter Seven - Plan For The Unplanned
Chapter Eight - Identify Your Priorities,
Delegate The Rest
Chapter Nine - Create Your Routine
Chapter Ten - Do Complete Work
Chapter Eleven - Eliminate Your Hidden
Overhead
Keep in mind that not having an effective routine is going to keep you where you are today,
which may not be a bad thing. However, if you are looking to reach greater levels of success in
Copyright © 2002, Keith Rosen, MCC •
www.ProfitBuilders.com
11
Time Management For Sales Professionals
Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com
12
your life, consider what would happen if you were to drive from New York to Chicago with a
blindfold on and no map to refer to.
Give yourself the opportunity to experience the sense of clarity, purpose, liberation and focused
intention when you remove the blindfold. It will be your routine that you will use to navigate
through life, letting you know exactly where you are, where you are going and the path that will
get you to where you want to be.

Before You Begin
Please note that you will get the most value out of this book if you first take the time to clarify

and define:

1. Your personal and professional vision.
2. The specific and measurable goals you really want both personally and professionally
that support your vision.
3. The strategy needed to attain these goals.

As mentioned, an effective routine contains the activities that support and complement your
goals. I suggest having these things in place prior to beginning this process.

Just like building a new home, your vision, goals and strategy will act as your blueprint for
success. Having the end result clarified in your mind (and on paper) before you begin this
initiative to create a highly effective routine with will make the process easier for you.

Having the end result and a realistic time line in mind and constructing your routine from this
perspective (defining your individual daily tasks as a result of crystallizing what the big picture
looks like) will then enable you to weave the activities needed to achieve these objectives into
your routine. After all, it’s a lot easier to get what you want when you know where you are
going.

If you need some assistance in setting goals, please go to
/> to download the latest version of the
Attain Now! Goal Setting Program.
Time Management For Sales Professionals
Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com
14


___________________________________________

Chapter
One

___________________________________________

Journal Your Week




___________________________________________
Time Management For Sales Professionals
Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com
15

Journal Your Week


Have you ever felt that there's never enough time to do it all? When it comes to completing your
“to-do” list, one common denominator that creates a rift in your plan is that you may believe you
have more time on your hands than you actually do. For example, if you are looking to develop a
new part-time business or if you are in sales and need to put time aside for business development
and prospecting, you may believe that you have ten hours each week to devote to these activities.
Yet, when Friday comes along and you look back at what you have been able to complete, you
notice the gap between your intentions and your actions. The fact is, after managing your daily
responsibilities and what was currently on your schedule, instead of the ten hours you thought
you had, you may actually have only three hours per week for these activities.


ACTION STEP

To eliminate the gap between your intentions and actions, you’ll need to uncover exactly what’s
consuming your time. To determine this, here's a great exercise to do (and critical to the success
of this process). Chart EVERYTHING you do every day for one full week, from the time you
wake up until the time you go to bed. This includes getting ready in the morning, breakfast,
reading the paper, your commute to work, lunch breaks, errands or household chores, the kids'
soccer game, time on the phone, traffic, a flat tire, doctors appointments, managing your emails,
meetings, television, time dealing with any tech support/computer issues, etc. Keep this chart
with you at all times and fill it in as you go through your day rather than waiting until the end of
the day. Print and use the chart on the following page as a template to assist you. (Saturdays and
Sundays are optional.) Adjust the suggested time blocks accordingly. You’ll notice that this
template enables you to track your day into the evening hours. Realize that a healthy routine will
reflect all of your activities, not only the activities during your work hours but during your
personal time as well.
Time Management For Sales Professionals
Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com
16
Tracking everything you do throughout your day may sound tedious. However, completing this
eye opening exercise will assist you in determining how much time you realistically have to
achieve that which is important to you throughout your day and how many more tasks you can
actually fit into your schedule. You'll become more sensitized to what you put into your day and
how to plan for it, while eliminating the chance of becoming frustrated or disappointed if you
don't finish your tasks. This step is critical to creating an effective routine, so be thorough!

Please note that you’ll be referencing back to this journal throughout the program.

Time Management For Sales Professionals
Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com
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For The Week Of: __________________________________

Date: / / / / /
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Time Management For Sales Professionals
Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com
18


___________________________________________

Chapter
Two

___________________________________________

Assign A Value To Your Time



___________________________________________
Time Management For Sales Professionals
Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com
19

Assign A Value To Your Time


The way to achieve more and simplify your life begins with engaging in the activities that move
you closer to your goals and produce the best results for you with the least amount of resistance.

Since time is our most precious, non-negotiable commodity, it’s essential to invest it in those
activities that produce the greatest personal dividends (Chapter Eight).


ACTION STEP

If time is money, then an effective routine is priceless. Take a few minutes to establish a
monetary value for your time. Attach a dollar figure to it. What do you feel your time is worth?
Regardless of whether you are salary based or incentive/commission based, put a dollar figure on
what you feel you are worth per hour. For example, is your time worth, $50.00 dollars per hour,
$100.00, $500.00 or $1,000.00 per hour?

Once you have arrived at a number, ask yourself, “Are the activities, projects or responsibilities
that I’m engaging in congruent with the value that I’ve placed on my time?” The intention here is
to determine where your time is best served. For example, if you value your time at $150.00 per
hour, would it make sense for you to take on the tasks of bookkeeping, billing, customer service,
or other administrative duties, especially if you can pay someone a fraction of that amount to
perform that function? While each of these tasks are critical components to the success of any
business, I’m using this example to assist you in identifying where YOUR time is best served.

If you are taking on these tasks, then what does that do to the value you have placed on your
time? You may find yourself performing duties that may not maximize your revenue simply
Time Management For Sales Professionals
Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com
20
because you are not maximizing your time. Engage in the tasks that are most congruent with
your goals and what you feel you are worth. (More on this in Chapters Four and Eight.)

At some point in the future, you may feel that the value of your time will increase. For
example, in three to five years, you project that the value of your time will double. If so, here’s
an exercise for you to take on. Instead of thinking in terms of what you feel your time is worth
today, consider the dollar amount you believe that your time will be worth in three to five years
and use that as the true value of your time today. In other words, start acting and planning as if
your time today is already worth more. You’ll notice a shift in your attitude around how you
choose to invest your time. The result? Once you start thinking in terms of the higher value that
you have placed on your time, you’ll become more sensitive to the tasks you are willing to take
on and will start engaging in the more selective and worthy activities.


Time Management For Sales Professionals
Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com

21


___________________________________________

Chapter
Three

___________________________________________

List All Of Your
Activities And Tasks




___________________________________________
Time Management For Sales Professionals
Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com
22

List All Of Your Activities And Tasks


Here’s where the fun begins (if you’re not having fun already). Print out the chart at the end of
this chapter that includes each category listed below. If you don’t have enough room on the
chart, then expand your list by using separate pieces of paper, one for each category.


ACTION STEP

Identify and list EVERY activity or task that you engage in associated with each category,
whether it’s weekly, monthly or yearly. Refer back to Chapter One and review your week’s
journal to ensure that you have included all your tasks. Be thorough.

Make sure you also include:
1. The activities that you want to be doing but are not currently doing.
2. The activities you feel you have to be doing but are not currently doing.

You’ll notice three columns under each category. The first column is labeled “Task/Activity. The
second column is labeled, “What I’m Currently Doing” and the third column is labeled, “What
I’d Like To/Have To Be Doing But Not Currently Doing.” Next to each activity you list, put a
check in the appropriate column.
Time Management For Sales Professionals
CATEGORIES:
1. Fun - Group/Social Settings
2. Fun -Personal/Individual Fulfillment
3. Business/Career
4. Spiritual/Meditation – Personal down
time/processing time
5. Physical/Well-Being/Self Care
6. Financial
7. Family/Relationships
8. Environment/Home
9.Personal/Professional
Development/Growth/Training
10. Other?

____________________________________________
Everything Can Be Categorized.

____________________________________________

While the specific activities that you engage in daily or weekly may change, each one will fit
into one of the categories above. For example, creating a press release and developing a brochure
are two distinct activities. However, both of these activities fall under the category of
business/career (and more specifically, marketing). Just like your accountant will itemize each
piece on your tax deduction, you will need to itemize each activity so that you can become more
sensitive to what you are putting into your time each day, enabling you to create the most
effective time budget to maximize your return and eliminate any unnecessary overhead (Chapter
Eleven) or unproductive activities.

The intention here is to identify ALL activities that you are currently
engaging in, need to engage in or want to engage in so that you can then send them through a
filtering process (Chapter Four). This filtering process will enable you to determine the activities
that are non-negotiable or a priority, so that you can establish the activities that will make it into
the final version of your routine. In addition, this exercise will strengthen your ability to think in
terms of detailed, measurable activities and tasks, rather than in vague, broad strokes. So, if
Copyright © 2002, Keith Rosen, MCC •
www.ProfitBuilders.com
23
Time Management For Sales Professionals
you’ve ever been in a position where you have underestimated how much time a certain task or
project would take, this process will also assist you in establishing more realistic timelines
throughout your day. (Chapter Seven.)

_______________________________________________________
Ensure That Each Activity Is Specific And Measurable.
_______________________________________________________

Be sure that each task or activity is broken down into its most simplistic and measurable form. In

other words, if prospecting or business development is one of the activities that you need to
engage in, it is not enough to simply list “Prospecting” as an activity. It needs to be broken down
even further.

For example, a client of mine called me the other day and told me that during the one hour she
allocated per day for prospecting over the phone, she was only able to make a few calls. When I
asked her to break down exactly what she did in that hour, she shared with me the following
tasks:

1. Compiling, updating and developing her prospecting list.
2. Calling back customers or people that returned her calls.
3. Making calls to new prospects.

She then shared with me that during the one hour she put aside for prospecting, it was taking her
forty-five minutes just to prepare her targeted list of prospects to call on, not leaving her much
time for actual prospecting.

In other words, she was collapsing several other activities into one and calling that
“Prospecting.” In actuality, she listed several distinct activities that need to be managed
independently.
Copyright © 2002, Keith Rosen, MCC •
www.ProfitBuilders.com
24
Time Management For Sales Professionals
Preparation for prospecting, returning or taking phone calls and actually prospecting for new
customers are three distinct and measurable activities that need to be managed separately when
creating your routine. If you find that you need to handle some of these activities at the same
time, then make sure you have allocated enough time for each activity.

Additionally, each one of these activities calls for a different mindset (Chapter Nine.) So, you’ll

know if the activity you are engaging in needs to be broken down into other activities if it
requires a different level of thought, skill and focus. (This holds true for sales, marketing,
managing, etc.)

When it comes to setting goals, realize that each goal has milestones, and each milestone has
measurable activities or tasks, which produce specific and measurable results. You’ll know if the
task is broken down into the absolute smallest denominator when asking yourself, “How.” If the
answer opens up another task, process or strategy, then you’ll still need to narrow down that task
even further.

Another symptom that will let you know whether or not you can narrow down the task into a
smaller denominator is this. If you block out a certain amount of time for an activity and you
find that you are not completing it, there’s a chance that you have collapsed more than one
activity in that block of time.

______________________________________________
If You Can Measure It, You Can Manage It.
______________________________________________

Identifying each distinct activity that you engage in will enable you to be more realistic with the
time lines you have allocated for each activity, making your routine highly effective. (See
Chapter Five.) Remember to include your commute as well as your drive time to appointments as
distinct activities. As you list all of your activities and tasks, don't get caught up in how you are
going to complete them. That’s later in the program.
Copyright © 2002, Keith Rosen, MCC •
www.ProfitBuilders.com
25
Time Management For Sales Professionals
My List Of Tasks and Activities

1. FUN - GROUPS/SOCIAL SETTINGS
TASK/ACTIVITY WHAT I'M CURRENTLY
DOING
WHAT I'D LIKE TO/HAVE TO
BE DOING BUT NOT
Time With Friends
Meeting For Breakfast/Lunch/Coffee/Etc.
Holidays
Sports/Leisure Activities
Hobbies









2. FUN - PERSONAL/INDIVIDUAL
FULFILLMENT

TASK/ACTIVITY WHAT I'M CURRENTLY
DOING
WHAT I'D LIKE TO/HAVE TO
BE DOING BUT NOT
Golf
Hiking
Biking
Beach

Park
Gym







3. BUSINESS/CAREER
TASK/ACTIVITY WHAT I'M CURRENTLY
DOING
WHAT I'D LIKE TO/HAVE TO
BE DOING BUT NOT
Managing Accounts/Clients
Tracking Customer Feedback
Year, Month, Day Planning
Employee Meetings/Group & Individual
Recruiting
Employee Support/Coaching
Projections/Forecasting
Paperwork
Phone Calls
Refining/Developing Systems
Developing Sales/Marketing Process
Identifying Target Market/Ideal Client
Selling (Define Specific Activities)
Delivering On Service/Product, Tasks
Prospecting
Developing Target Prospect List

Marketing (Define Specific Activities)
Writing Proposals
Plan Out Week
Organize Desk/Office
Check Papers/Faxes In (Physical) Inbox
Commute

Copyright © 2002, Keith Rosen, MCC • www.ProfitBuilders.com
26