T I m e m a n a g e m e n t

1.
Prospecting (i.e., finding new customers to talk to)
2.
Building trust and rapport with prospects so that
they are open to listening to you
3. 
Identifying needs accurately
4.
Presenting your product persuasively
5.
Answering objections clearly
6. 
Closing the sale decisively
7.
Getting resales and referrals from satisfied customers
Each of these tasks must be done in order for you to fulfill
your responsibilities as a salesperson for your company. 
As a manager, you have seven key result areas as well.
They are:
1.
Planning (deciding exactly what is to be done)
2.
Organizing (bringing together the people, money,
and resources needed to fulfill the plan)
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T I M E M A N A G E M E N T
American Management Association / www.amanet.org

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3.
Recruiting (finding the right people to work with
you to achieve the goals)
4.
Delegating (making sure that people know exactly
what they are supposed to do, and at what time,
and to what level of quality)
5.
Supervising (making sure that each job is done on
schedule to the required level of quality)
6.
Measuring (setting standards and benchmarks,
plus time lines, for the accomplishment of impor-
tant tasks)
7.
Reporting (making sure that each person above
you, next to you, and below you knows exactly
what it is that you are doing and achieving)
More than 90 percent of all of your problems in manage-
ment, or in life, are from “dropping the ball” in one of these
key result areas. It is like leaving out an important ingredient
in a kitchen recipe. For some reason, the dish simply does
not taste as good as it could.