“S T R E T C H”

The Strategic Time

Management Course

for Salespeople

Mastering Strategic Time Management is the quickest way to improved sales productivity…

Yet few salespeople have ever been educated in the powerful principles, processes and practices of strategic time management.

You can change that with Stretch — The Strategic Time Management Course for Salespeople

Strategic Time Management for Salespeople Solves a Multitude of Common Problems:

NO MORE WINGING IT

Most salespeople have developed the habit of showing up at sales calls prepared to ‘wing it’, believing their ability to think on their feet will get them through.  With the growth of remote selling, customers expect prepared and disciplined sales calls.  Strategic time management teaches salespeople to “think about it before you do it.”

COMFORT ZONES

Most B2B salespeople eventually slide into their comfort zones and focus on the same products, customers and processes. They never reach their potential because their comfort zones hedge them in.

Strategic time management helps them burst out of their comfort zones and focus on the highest potential.

QUICK IMPLEMENTATION 

In order to Sell Better, salespeople must do some things differently.  “If you always do what you always did, you’ll always get with you always got.” The quickest way to Sell Better is through strategic time management.  Whereas developing sales skills takes months and years to reach proficiency, time management consists of a set of decisions that can be made and implemented within days.

UNREALIZED COSTS

The biggest unrealized costs in the world of sales are the opportunities that are never discovered because salespeople are spending time with the wrong people.

You can multiply your sales team’s effectiveness by directing them to the highest-potential opportunities, a bed-rock principle of strategic sales time management.

TIME WASTING HABITS

In our rapidly changing economic environment, salespeople can’t afford to be hindered by time-wasting habits and routines.

Strategic time management helps them burst out of these habits and replace them with more productive responses.

EFFECTIVE PLANNING

“Ready, shoot, aim” may have been OK a few years ago, but it’s a prescription for lost time, wasted effort and mediocre results. Salespeople will be far better if they think about what they do before they do it. 

You can help your sales team learn a powerful planning process with the processes and tools taught in the Strategic Time Management course for Salespeople.

CANCEL ANYTIME

You can cancel your Sales Training at any time and your billing will stop immediately. NO QUESTIONS ASKED!

Also, once you have finished any of our sales training  products, your billing will automatically stop.

Sales Training Time Management

What is "S t r e t c h" sales time management?

A set of eight modules plus two optional modules which teach powerful and proven time management principles, processes and practices for B2B, Distributor, and Wholesaler salespeople. Turns good salespeople into highly effective, strategic professionals. The sales people learn on their own, in their own homes, and then come together once a month for an AEF (Accountability, Encouragement Follow UP) meeting with their manager to review the content and their applications.  We deliver everything to the sales person and script the meeting for the manager. 

The content consists of the most effective proven time management practices for salespeople. The Format of The Strategic Time Management Course for Salespeople delivers the content with our proprietary IMMERSION SALES TRAINING METHODOLOGY.  That means that we use multiple media, on a weekly basis, to immerse the salesforce into one concept at a time. Every module consists of a video lesson, a handout, a blog post, a podcast, and an application exercise.  We expect the salespeople to implement the concepts and progress beyond academic knowledge to changed behavior.

The manager has an important role to play. He/she receives everything the salespeople do, and a set of questions at the end of every month to use to facilitate an AEF meeting for every module.  This one-hour meeting builds Accountability, Encouragement and Follow up (AEF) into the program.

Module 1

The impact of good time management - Strategic time management is the quickest way to exceptional results. In addition to articulating the first and most fundamental sales time management principle, we get salespeople started with a taste of success with three easy-to-implement time management tactics. Tools in this module: 1. Sales time management self-assessment. 2. Quotes monthly tracking form.

Module 2

Eliminating Gunk from your routines - Gunk refers to those unseen habits that we have built over time that detract from our effectiveness. In this module we describe how to recognize them, and equip you with a process to change bad habits into more effective ones. Tools in this module: 1. “Gunk” identifier self-assessment 2. “Gunky Habit Analyzer” form. 3. “Changing a habit” form.

Module 3

Prioritizing & Targeting Your Accounts - This is the greatest strategic time management principle for salespeople. We describe the principle, explain why it is so effective, and then take you through a very specific, proprietary method for determining in whom to invest your sales time. Tools in this module: 1. Set of ‘partnerability’ criteria 2. QPC measurement tool 3. Prioritizing and Targeting spread sheet.

Module 4

Create a higher level of Organization - Becoming, and then staying, highly organized will save hours of time each year, make you look like a professional to your customers, and prevent missing opportunities. You must be organized if you are going to be strategic. In this module, we’ll show you what that means, and provide specific tools and processes to help. Tools in this module: 1. Organizer self-assessment 2. “Screening” criteria 3. “Triaging” criteria

Module 5

Mastering the foundational planning process - Strategic time management is all about methodical planning. In this module, we share a model for planning that you can use at every level – from daily, weekly, monthly and annual plans. Tools in this module: 1. Fundamental planning process form.

Module 6

Setting Goals - Goal setting is one of the best practices of strategic sales people. In this module, we show you how to set personal and sales goals, and provide a process and set of tools to help you do so. Tools in this module: 1. Personal goal setting form 2. Setting sales goals form

Module 7

Creating Monthly plans - You need to think about it before you do it, and a monthly plan is the ideal place for your plans to intersect with the reality of your territory. We’ll take you step-by-step through a proven strategic monthly plan template and ratchet up your effectiveness every month. Tools in this module: 1. Monthly plan template

Module 8

Weekly, daily and sales call plans - This is where the rubber meets the road. We provide step-by-step instruction and proprietary templates to help you plan for exceptional results. Tools in this module: 1. Sales call planning template

Module 9&10 [optional]

NEXT LEVEL TIME MANAGEMENT PRACTICES Optional Module 9: Nurture helpful relationships - This is a higher-level time management strategy. Nurture helpful relationships and then delegate your administrative and busy work to them. You’ll free up hours every month and translate them into increased sales time. Optional Module 10: Higher-order disciplines - For the higher-level salesperson, we describe a process for creating and articulating purpose in your life and job. Focus your energy and empower your skills by placing them within a higher order perspective.

SALES TIME MANAGEMENT EXPERT!

Dave Kahle ranks in the TOP 30 of Time Management category for Global Gurus ranking 2019.

The Sales Time Management Author

The “S T R E T C H” Sales Time Management Course has been developed by Dave Kahle, author of Ten Secrets of Time Management for Salespeople, and the second edition, Eleven Secrets of Time Management for Salespeople. The book has been translated into eight languages and is available in at least 20 countries. Dave is one of the world’s leading sales gurus. He has presented in 47 states and 11 countries, has authored 13 books, and has trained tens of thousands of B2B, Distributor, and Wholesaler salespeople to be more effective in our Information Age economy. He has been recognized as one of the 30 top time management gurus and has personally worked with over 459 companies.

459

Companies

47

STATES

20

COUNTRIES

13

BOOKS

In his first career as a sales person, Dave Kahle was the number one sales person in the nation for two different companies, in two distinct selling situations. That led to his second career as a sales authority.

As a sales authority, Dave has written 13 books, which have been translated into eight languages and available in 20 countries, and presented over 1,000 times in 47 states and 11 countries.  He’s trained literally tens of thousands of sales people to sell better, thousands of sales managers to manage better, and has worked personally and contractually with over 459 companies.

FREE Sales Time Management Resources / Tips & Tricks

READ SOME OF DAVE’S BLOG POSTS ON STRATEGIC TIME MANAGEMENT FOR B2B, DISTRIBUTOR, AND WHOLESALER SALESPEOPLE

“Creating a Powerful Sales Plan” – Effective salespeople think about what they do before they do it. That’s called planning. And good planning requires disciplines and routines. In this article, I unveil a planning process that has focused and energized thousands of B2B salespeople. www.thesalesresourcecenter.com/creating-a-powerful-sales-plan/

“Prioritizing Your Accounts” – This is a key issue: It is one of the ways to make the biggest, most rapid change in your results. Too much good quality sales time and talent is squandered on customers who aren’t worth the investment. If I can help salespeople adjust their investment in time so that they are spending more time on the high potential and less time on others, they’ll see an almost immediate improvement in results. www.davekahle.com/prioritizing-accounts

“The Biggest Time Wasters for Salespeople” – The quickest way to improve your performance is to improve your use of time. Salespeople are often guilty of these four common time-wasting habits. See if you are guilty of any of them, and then eliminate them to improve your sales results. www.thesalesresourcecenter.com/biggest-time-wasters-sales-people

LISTEN TO SOME OF DAVE’S PODCASTS ON STRATEGIC TIME MANAGEMENT

“Strategic Planning for Salespeople” – In a misguided attempt to stay busy and see as many people as possible, too many salespeople subscribe to the theory that any activity is good activity. Sales people now must confront an overwhelming number of potential “things to do,” and that requires them to make decisions about which customers in which to invest their time, to prioritize their activities every day, and to continually choose from a menu of possible activities. In other words, salespeople must now engage in strategic planning. https://directory.libsyn.com/episode/index/id/10678547

“Setting Sales Goals” – How do you sort out the unimportant trivial things that clamor for your attention from those things that are important? How do you ensure that you are working in the most effective way? How do you tap into your potential to do more, achieve more and become more? Answer: Set goals.
https://directory.libsyn.com/episode/index/id/5546630

“How to Measure an Account’s Potential” – It is the information age, and effective salespeople and sales organizations understand the value of collecting good information about their prospects and customers. Good information leads to good decisions. The purchasing capacity of an account is one often neglected piece of information that every salesperson needs to collect. https://directory.libsyn.com/episode/index/id/11858552