10 Secrets of Time Management for Salespeople by Stephan Schiffman

Last updated: Jul 16, 2023

Summary of 10 Secrets of Time Management for Salespeople by Stephan Schiffman

The book "10 Secrets of Time Management for Salespeople" by Stephan Schiffman provides practical strategies and techniques for sales professionals to effectively manage their time and increase productivity. The author emphasizes the importance of time management in achieving sales success and offers valuable insights to help salespeople optimize their daily routines and prioritize tasks.

The first secret highlighted in the book is the significance of setting clear goals. Schiffman emphasizes the need for salespeople to define their objectives and create a roadmap to achieve them. By setting specific, measurable, attainable, relevant, and time-bound (SMART) goals, salespeople can stay focused and motivated.

The second secret revolves around the concept of planning and organizing. Schiffman emphasizes the importance of creating a structured schedule and allocating time for different activities. He suggests using tools such as calendars, to-do lists, and prioritization techniques to effectively manage tasks and avoid wasting time on non-essential activities.

The third secret focuses on the power of delegation. Schiffman encourages salespeople to delegate tasks that can be handled by others, allowing them to focus on high-value activities that directly contribute to sales success. By effectively delegating responsibilities, salespeople can free up their time and increase their overall productivity.

The fourth secret emphasizes the need for effective communication. Schiffman highlights the importance of clear and concise communication to avoid misunderstandings and save time. He provides tips on improving listening skills, asking the right questions, and utilizing technology to streamline communication processes.

The fifth secret delves into the concept of self-discipline. Schiffman emphasizes the need for salespeople to develop self-discipline to avoid distractions and stay focused on their goals. He provides strategies for overcoming procrastination, managing interruptions, and maintaining a productive mindset.

The sixth secret focuses on the importance of continuous learning and personal development. Schiffman encourages salespeople to invest time in acquiring new knowledge and skills to stay ahead in the competitive sales industry. He suggests reading books, attending seminars, and seeking mentorship to enhance professional growth.

The seventh secret highlights the significance of leveraging technology. Schiffman discusses various technological tools and applications that can streamline sales processes and enhance productivity. He provides insights on utilizing customer relationship management (CRM) systems, email automation, and other digital tools to save time and improve efficiency.

The eighth secret revolves around the concept of effective time utilization. Schiffman emphasizes the need for salespeople to identify their most productive hours and allocate them to high-value activities. He provides tips on managing energy levels, avoiding multitasking, and utilizing time blocks to maximize productivity.

The ninth secret focuses on the importance of maintaining a healthy work-life balance. Schiffman emphasizes the need for salespeople to prioritize personal well-being and allocate time for relaxation, exercise, and family. He provides strategies for managing stress, setting boundaries, and avoiding burnout.

The tenth and final secret highlights the significance of accountability. Schiffman encourages salespeople to take responsibility for their time management and regularly evaluate their progress. He suggests tracking and analyzing time usage, seeking feedback, and making necessary adjustments to improve efficiency.

In conclusion, "10 Secrets of Time Management for Salespeople" by Stephan Schiffman provides a comprehensive guide for sales professionals to effectively manage their time and increase productivity. The book offers practical strategies, tips, and techniques to optimize daily routines, set goals, prioritize tasks, and leverage technology. By implementing the principles outlined in the book, salespeople can enhance their time management skills and achieve greater success in their sales careers.

1. Prioritize Your Tasks

One of the key takeaways from Stephan Schiffman's book is the importance of prioritizing tasks. He emphasizes that salespeople should focus on high-value activities that directly contribute to their sales goals. By identifying and prioritizing these tasks, salespeople can ensure that they are spending their time and energy on activities that will yield the greatest results.

Schiffman suggests creating a daily to-do list and ranking tasks based on their importance and urgency. This helps salespeople stay organized and focused on the most critical activities. By prioritizing tasks, salespeople can avoid getting overwhelmed by less important tasks and ensure that they are making the most of their time.

2. Set Clear Goals

Another valuable insight from Schiffman's book is the importance of setting clear goals. He emphasizes that salespeople should have specific, measurable, achievable, relevant, and time-bound (SMART) goals. By setting clear goals, salespeople can have a clear direction and purpose in their work.

Schiffman suggests breaking down larger goals into smaller, actionable steps. This helps salespeople stay motivated and focused on making progress towards their goals. By setting clear goals, salespeople can better manage their time and prioritize tasks that align with their objectives.

3. Avoid Procrastination

Schiffman highlights the detrimental effects of procrastination on salespeople's productivity. He emphasizes the importance of taking immediate action on tasks and avoiding the temptation to delay or postpone them.

To overcome procrastination, Schiffman suggests breaking tasks into smaller, manageable chunks and tackling them one at a time. He also recommends creating a sense of urgency by setting deadlines for tasks. By avoiding procrastination, salespeople can make the most of their time and ensure that important tasks are completed in a timely manner.

4. Leverage Technology

In his book, Schiffman emphasizes the importance of leveraging technology to improve time management. He suggests using tools and software that can automate repetitive tasks, streamline communication, and track progress.

Schiffman recommends using customer relationship management (CRM) software to manage and organize customer data, track sales activities, and automate follow-ups. He also suggests using productivity apps and tools that can help salespeople stay organized, manage their schedules, and prioritize tasks.

5. Practice Effective Communication

Schiffman emphasizes the importance of effective communication in time management for salespeople. He suggests that salespeople should focus on active listening, asking relevant questions, and providing clear and concise information.

By practicing effective communication, salespeople can avoid misunderstandings, reduce the need for follow-up conversations, and save time. Schiffman also suggests using technology, such as email templates or pre-recorded voicemails, to streamline communication and save time.

6. Delegate and Outsource

Schiffman highlights the importance of delegating and outsourcing tasks that can be handled by others. He suggests that salespeople should focus on their core competencies and delegate tasks that can be done by someone else.

By delegating and outsourcing tasks, salespeople can free up their time to focus on high-value activities that directly contribute to their sales goals. Schiffman recommends identifying tasks that can be delegated or outsourced, such as administrative tasks or data entry, and finding reliable individuals or services to handle them.

7. Manage Distractions

Schiffman emphasizes the need to manage distractions effectively to improve time management. He suggests creating a distraction-free work environment and setting boundaries to minimize interruptions.

Schiffman recommends turning off notifications on electronic devices, setting specific times for checking emails or messages, and creating a dedicated workspace to minimize distractions. By managing distractions, salespeople can stay focused and make the most of their time.

8. Continuously Learn and Improve

Schiffman encourages salespeople to continuously learn and improve their time management skills. He suggests seeking out resources, such as books, podcasts, or training programs, that can provide valuable insights and strategies.

By continuously learning and improving, salespeople can stay updated on the latest time management techniques and adapt their approach as needed. Schiffman also emphasizes the importance of self-reflection and regularly evaluating one's time management practices to identify areas for improvement.