The Law of Priorities

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The Law of Priorities

• Leaders Understand That Activity Is Not
  Necessarily Accomplishment

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Activity vs Accomplishment

• Measuring Activity and Determining Priorities
• Pareto Principal
• 80/20 Rule
• The Three Rs
• What is required?
• What gives the greatest return?
• What brings the greatest reward?
• Prioritization

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Paretos Principle

• Vilfredo Pareto
• The 80-20 Rule
• About 80 of the effects in a given area are the
  results of about 20 of the causes
• 80 of the sales in a company come from 20 of
  the customers.
• 80 of your measurable results and progress will
  come from just 20 of the items on your daily
  To-Do-List. The major problem is that most
  people are so busy fighting fires that they never
  get around to the most vital few activities that
  will lead to the greatest results.

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How To Use The 80-20 Principle

• Focus more on your A accounts.
• Spend 80 of your time on making these A
  accounts even better, happier, more productive,
  more profitable
• Spend less time energy with less productive
  producers.
• When solving problems, spend most of your efforts
  on solving the big problems dont ignore them.
• Identify what types of actions produce the best
  results for you, and spend most of your time on
  those actions.

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The Bottom Line

• Spend most of your time, energy, and money on the
  accounts, programs, and products that produce the
  best results. If you dont someone else will,
  and they will take home, you guessed it
• 80 of the prizes!
• Hey Dont settle for 20! That 80 can be
  yours.

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The Three Rs

• What is Required?
• Your list of priorities must always begin with
  what is required of you.
• Accountability
• Anything required thats not necessary for you to
  do personally should be delegated or eliminated.

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The Three Rs - continued

• What gives the greatest return?
• As a sales leader, you should spend most of your
  time working in your areas of greatest strength.
• What brings the greatest reward?
• The things that bring the greatest personal
  reward are the fire lighters in a leaders life.
• Nothing energizes a person the way passion does.

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The Bottom Line

• With which accounts can you make an impact?
• With which end user/buyer can you make an impact?
• Are you selling them Everything?
• DONT GIVE UP
• On your most challenging prospects
• On your most challenging existing accounts

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Now that youve figured out YOUR Priorities

• Are each of you a sales manager?
• How many are in your sales force?
• To grow exponentially, grow your sales force-
• Expand your influence at each account
• Which Account Personnel are you NOT working with?

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Sales Diamond
(top management)
(central buying influence)
Key Decision Makers
(admin. assistants)
(purchasing)

(technical specialist)
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What are the deterrents to productivity?

• Accounts
• No one scheduled for Your Time
• Broken days
• Incomplete days
• Low number of call days
• Cold Calls
• Un-Qualified calls
• Others?

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What are the deterrents to productivity?

• Other Factors
• Dispenser Installation
• Meeting with distributor owner, sales managers,
  etc.
• Paper Work
• Working with Factory Reps
• More?

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Day In/Day Out - Some Ideas For Solving
Aforementioned Challenges

• Go Above and Beyond Expectations
• Qualify buyers
• T Canvassing Accounts
• Confirm scheduled appointments (And Ask
  Questions)
• Which days are consistently good for your end
  users?
• Is this merely a symptom of a larger issue?
• Not having good days (selling)

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Ideas (continued)

• Clarity!
• Be Clear and Consistent on Meeting Times/Places,
  Work Day Length, Number/Types of Calls
• Keep Distributor Management informed
• Always close for something

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Ideas for...

• ...Cold Calls/Un-Qualified Calls-
• Ideal? No.
• Necessary? Yes.
• Fun? Yes.
• Easier with two people (factory reps)
• Have tremendous impact on your growth

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OK, But what about...

• Cold Calling-
• BIG Impact on your Territory!
• Not Easy
• Dont Expect Instant Results, allocate time for
  it

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What to do with a Broken Day

• Cold Calls
• Target Accounts
• Phone Work
• Work on Proposals
• Others?

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The Bottom Line

• Run Your Schedule, Dont Let Your Schedule Run
  You!
• Set the Agenda with your end users.
• Make Dust, dont eat it!

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Questions? Comments?Successes?
Problems? Issues?