MKT 340 Lecture 15: 3,1,1 notes
6 Jun 2018
School
Department
Course
Professor
3,1,1
I. Time Management
Setting goals
Need: 1. To increase productivity 2. To not waste time
Nature (of a good goal):
1. Specific (general goals tend to have general outcomes)
2. Measureable (have a quantitavtive measure)
3. Reachable: two things happen when they do’t have this ature—
. Do’t reah the . “top settig the
4. Challenging
5. Time based
Should also be written down and accessible
Type:
Performance: total sales revenue (Advantage easy to administer)
Activity: the best way to evaluate someone-- the only thing the
salesperson can control
Disadvantage of activity is that it does’t easure perforae
Conversion: batting average—percentage of appointments that become
clients
Advantage: attracts efficiency
Disadvantage: may discourage activity
Fiders ad griders puts ativity ad perforae people together
Allocating Resources
RPA: revenue producing activities: only 3 things qualify
1. Face-to-face in front of a client or prospect
2. Telephoning for an appointment
3. Actively prospecting
Green Time: (Monday-Friday 8:30AM-6:30PM)—do as many RPAs as
possible during this time
Red Time: (after 6:30PM and on weekends)—do majority of non-RPAs
during this time
80/20/80: 80% of your time should be spent with 20% of your clients that
give you 80% of your business
Implementation
Typical Week:
1.take one day a week to do nothing but set up the rest of your week
find more resources at oneclass.com
find more resources at oneclass.com
Document Summary
Nature (of a good goal): specific (general goals tend to have general outcomes, measureable (have a quantitavtive measure, reachable: two things happen when they do(cid:374)"t have this (cid:374)ature (cid:1005). Performance: total sales revenue (advantage easy to administer) Activity: the best way to evaluate someone-- the only thing the salesperson can control. Disadvantage of activity is that it does(cid:374)"t (cid:373)easure perfor(cid:373)a(cid:374)(cid:272)e. Conversion: batting average percentage of appointments that become clients. Disadvantage: may discourage activity (cid:862)fi(cid:374)ders a(cid:374)d gri(cid:374)ders(cid:863) puts a(cid:272)tivity a(cid:374)d perfor(cid:373)a(cid:374)(cid:272)e people together. Rpa: revenue producing activities: only 3 things qualify: face-to-face in front of a client or prospect, telephoning for an appointment, actively prospecting. Green time: (monday-friday 8:30am-6:30pm) do as many rpas as possible during this time. Red time: (after 6:30pm and on weekends) do majority of non-rpas during this time. 80/20/80: 80% of your time should be spent with 20% of your clients that give you 80% of your business.
