10 Secrets of Time Management for Salespeople

Everyone has 24 hours a day but many of us, myself included, often wish we had more time.

It seems we always run out of time to do things, and at the end of the day, berate ourselves for the lack of planning.

That’s one of the reasons I chose to read Dave Kahle’s “10 Secrets of Time Management for Salespeople”. It’s a book published in 2003 by Careerpress and the inside says that it’s a book to help you “gain the competitive edge and make every second count”.

Sounds good to me.

The book is clearly divided into 10 time management secrets and each chapter is devoted to explaining what Kahle means and what he proposes to do about it. He outlines plans that he uses and tells you why it is crucial to get your mindset right.

I enjoyed the helpful snippets of tips in the book and these tips helped to remind me what that particular chapter was about.

Kahle says that salespeople must be realistic about time. It is not about tools but more about the mindset which he defines as a set of beliefs which govern our thoughts. It influences the way we see the world and how we interact with our family, colleagues and bosses. The right mindset is to believe that you can be more than you are right now. The more mindset focuses you on what’s important, gives you the drive to succeed and allows you to create successes.

This sets the book for the second secret – that you must plan before you start doing things so that you can be efficient and effective. What sort of plans should you be doing? How about yearly, monthly, weekly and daily and reviewing these plans as you go along? Kahle encourages retreats for everyone so that they can go off, without phones ringing nor urgent meetings, so that they can do what they should have done in the first place – PLAN.

What I liked about this book were the practicality that Kahle enthused. He shows how you can get more out of your day by focusing on real issues – such as ‘A’ customers. Kahle notes that we can never have enough time for everyone so why not focus on ‘A’ customers, referring to premium customers?

Or how about a usable way to forecast how much your business will make this year by looking at your present customers. This, he says, is do-able and makes you see which customer you ought to concentrate your energies upon.

A number of helpful diagrams are included too, as well as tips on how to ensure you always remember details about your customer, what he likes, dislikes, when he last bought from you and more. His prospect tracking was highly useful as it gave me an idea how to further improve my own prospect tracking chart. His secret is in creating workable systems and throwing out unnecessary gunk and information. For instance, creating tickler files for one’s customers. All these can only work if one has discipline. Discipline to follow through the steps of a particular system.

I enjoyed this book although the first two chapters and the last chapter were dry and uninspiring. The real lessons were in a few selected chapters (chapter five onwards) which I considered the ‘meat’ of the book.

As a result, it was a quick read for me as I concentrated on the chapters relevant to my business.

Overall, at 202 pages, it was a useful book and I would recommend it. This is one of the better books on time management, written with practical ideas and tips you can use immediately in your own business.

Leave a Comment