Not to be confused with greed, the book says, a more-mindset creates the expectation that there is more to be had, more to be done, and more opportunities to be found. This mindset also sets the stage for goal setting.
Effective time management begins with a thorough understanding of what one wants to achieve, a written mission statement and proper planning techniques, according to one time management book.
10 Secrets of Time Management for Salespeople: Gain the Competitive Edge and Make Every Second Count offers an in-depth look at the motivation behind effective time management as well as instruction on how to analyze what the salesperson wants to accomplish so they can develop a way to best organize priorities and manage time.
Author Dave Kahle explains "Good time management is 90 percent composed of thoughts about your job -- it's the decisions you make when you are by yourself," and the ability to keep yourself "grounded."
Being grounded, Kahle says, involves holding on to "deeply held, basic commitments that give shape and focus to all that you do as a salesperson" and then adopting a "more mindset."
"Imagine the More mindset as the engine that provides energy for your quest for better time management," Kahle writes. After gaining the initiative, the first step to better time management is to put it in writing.
Kahle says to begin this process by creating a list of values and a written statement that would provide the guidance for decision-making and planning.
When planning time management schedules, Kahle says to include annual, quarterly, monthly, weekly and daily plans.
"Every day for the next three weeks, focus on ending the day by planning and preparing for the next day," Kahle advises. "Do the same with pre- and post-call planning. Make a commitment right now to invest a few minutes before and after every call to thinking about it."
Kahle says the four steps to the planning process include; analyzing the situation, clearly defining goals and objectives, creating a step-by-step plan and then gathering the necessary tools, i.e. literature, samples, etc.
When analyzing prior situations for the planning process, Kahle says to reflect on what went well, what didn't and what to do differently in the future. For example, he says to take a few moments after a sales call to ask the question, "Did I accomplish what I wanted to?" and "Why or why not?"
"Reflecting is one of the most valuable thinking processes because it causes you to constantly improve," Kahle writes. "It's a common discipline of the most effective time managers and the best salespeople."