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January 29, 2014

Anneli Thomson, Managing Director


Do you like the things that life is showing you?

Where are you going to?

Do you know?

You music trivia fans know those are the opening lyrics to the Diana Ross hit, ‘The Theme from Mahogany.”

How well planned are you for success? What’s your vision of the future?

All success begins with a vision, a dream of what we want. We, therefore, need a plan. For the route to use between two locations, you’ll need a map. Maybe you need to know exactly how you’ll maximize the best tax advantage based on the current regulations. You’ll need a professional financial advisor. Or your vision maybe owning a colonial house designed to your specifications. You’ll need an architect.

Achieving success in sales also needs a plan. The Sandler world includes Pay Time and No-Pay Time. The key to planning (and goal-setting) is to write it down. Make a plan and stick to it. It’s too easy for us to get distracted and get off our game plan. The key is to define what the “Pay Time” activities are. They are defined as specific activities that will directly produce business. For example: prospecting & cold calling, client proposal meetings, and signing contracts. You need to decide when you will perform these functions. Say 10:30 am to noon today and 2 to 3 pm tomorrow. The day after can be different.

We also need to define “No-Pay Time” activities. These are activities that are not directly sale related. Things like paperwork, service calls, internal meetings and writing presentations. These could happen 8:30 to 10:30 am Noon to 2 pm and 3 to 6 pm. You decide on the time frame.

Now your day is mapped out. All activities are accounted for and when you will work on them. The key is to DO IT. When you find yourself doing No-Pay Time activities in planned and scheduled Pay Time, you’re in trouble. The result is you’re busy but not productive.

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