Posts Tagged ‘time management’

The Spray and Pray Tsunami of Social Selling

Social selling appears to have taken the spray and pray sales approach to tsunami proportions. Clueless or lazy salespeople now drown people with emails to postings with sales pitches.

These salespeople and probably some are marketing people spray these sales pitches all over the place through social selling and then pray something will eventually stick. The idea of actually knowing your ideal customer, your target market to the sales leads never enters the minds of these individuals.

For example, this morning I received an email from a complete stranger wanting me to sign up for a one day seminar on time management for the unbelievable price of $700.  My early bird price was $445.

Training and Development Coaching Tip:  A one day workshop delivers less than 10% cognitive retention after 14 days.

This person did not know the following:

  • I deliver time management training and development
  • I live in NW AZ no where near Nebraska, Indiana or Texas (these were the locations for the workshops)

The Power of Social Selling

Social selling is a tremendous and powerful platform especially for SMBs.  The investment is nominal and the reach can be exponential. However if done in error, the results can be harmful to the organization’s credibility as well as the person engaged in social selling.

Spraying and praying when it comes to sales is not new.  Salespeople have been doing this for years.  Buy a list, send out direct mail pieces and reap the rewards.  Of course the research suggests if the business receives a 2-3% response that is good.

Then there are those salespeople who at B2B networking events tell everyone their ideal customer is anyone with a pulse.  Messages like this are smaller examples of spray and pray marketing.

If you want to increase sales, gain clarity as to who your ideal customer is.  Knowing about the industry trends as well as the marketplace would also be beneficial.  Taking these small and predetermined steps will move you far close to your goal of increase sales than the continued spray and pray behaviors of others.

P.S. Time management is an oxymoron.  Schedule a time to speak with me by clicking here to learn why.

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When Catch-Up Time Becomes Ketch-Up Time

Weekends for many have become catch-up time for all those weekly things you didn’t have time to finish stuff.  Sound familiar?

catch-upYet how many times does this catch-up time becomes truly red much like ketchup.  The emotions overtake logic.  Hands go up in frustration and sometimes in despair. At the end of Sunday night you are exhausted and wondering where did the time go?

Imagine for a moment what would happen if twice each day, you would look at your calendar, your schedule for less than 30 minutes. Review in the morning in 5-10 minutes what needs to be accomplished that day.  Make sure you have entered all of your commitments including travel times.

Then before you leave your office, you take another 10-20 minutes to not only look to the next day, but to reflect upon what happened in the last 8-10 hours.

What went well today?’

What could have gone better?

Did you accomplish those “Must Do” tasks where you gave your word?

Did you achieve any short or long terms goals based upon your goals in progress summary?

How many people did you support or help?

How many people did you fail to support or help?

Were your behaviors respectful and reflected a high degree of emotionally intelligent leadership?

What can you do better tomorrow?

Who must you reach out tomorrow that you may have slighted today?

Possibly you may be thinking, I don’t have time for all of these questions?  Yet upon further reflection you probably sometime in the past had the answers to these questions, momentarily because your day went well or went poorly. Possibly these thoughts were repetitive because of internal emotional angst for not getting something done?

By consistently demonstrating this behavior of investing time to avoid “catch up time,” you may avoid ketchup time.

P.S. A word to the wise, time management is an oxymoron. No one can manage a constant. What you can do, is better manage yourself.  This self-management is what is call self-leadership.

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Time Management Is Our Greatest Oxymoron and Lie We Tell Ourselves

Have you ever attended a time management training event or read a book on time management?  You do realize of course this concept of managing time is an oxymoron and probably the greatest oxymoron we humans have.



Just to be clear, an oxymoron is a figure of speech in which contradictory terms appear in conjunction. Since time is a constant meaning there will always be 24 hours in a day, 60 minutes in an hour and 60 seconds in a minute, no amount of human behavior can change those facts.

We cannot manage time.

What we can do is better manage ourselves.

Time Management Is Self Management!

Believe it or not, there are five specific and measureable talents that can support us in overcoming what is limiting ourselves from better self-management.

Concrete Organization: The ability to understand the immediate, concrete needs of a situation and to establish an effective plan of action for meeting those needs.

Consistency and Reliability: The internal need to be conscientious in one’s personal or professional efforts

Project Scheduling: To understand the proper allocation of resources for the purpose of getting things done within a defined time frame.

Attention to Detail: The ability to see and pay attention to details.

Realistic Personal Goal Setting: To set goals for one’s self that can be achieved using available resources and operating within a projected time frame.

When we take a 30,000 ft view and see these talents all working together, it is much easier to understand how to specifically improve the self management of ourselves.

After working with executive coaching, sales coaching and leadership development clients now close to 20 years, I can personally attest to the impact of realistic personal goal setting as the talent that has the greatest and most immediate impact on self-management.  When people are intentional about setting personal goals, this behavior has a direct correlation on other talents such as consistency, attention to detail, personal accountability and results orientation.

If you want to better manage time, then take a time management course. However if you truly want to improve your results, then look to improving your self management through these 5 talents because time management is the greatest oxymoron and lie we have as human beings.

Special offer until 2/28/2017, have these 5 talents assessed along with 73 other talents plus the DISC and Values Index and a 30 minute executive telephone coaching session.

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Sustainable Sales Success – Tip 07 – Time

How a salesperson uses his or her time is probably one of the greatest contributors to sustainable sales success.

sales-successTop sales performers recognize time is a constant and can NEVER be managed. There will always be 60 seconds to a minute; 60 minutes to an hour; 24 hours to a day; and 7 days to a week.

No one can manage a constant!

This learned knowledge keeps these individuals from wasting their time and dollars on all those time management courses and books.

Top sales performers also know that time can never be saved.  There is no way to go into a “time” savings account because of the constant nature of time.  One can never get time do overs. One cannot pull out 5 minutes from the “time” savings account.  One cannot go back in time even though sometimes we wish we could.

What these high performing salespeople do know is time can be invested by leveraging sound sales tools and  sales leadership skills.  These actions contribute to their sales success as well as their personal success.

Do you know what you do well? If yes, how do you know this to be true? The Attribute Index is the best assessment to confirm your sales leadership talents.

Sales tools such as calendars, sales scripts even word documents that can be easily copied and pasted all allow time to be used to its fullest capacity. There is no down time for top sales performers.  When waiting for appointments, these individuals may be reading a journal, a book, reviewing their next appointment or quickly responding to texts or emails.

Time management does not exist. What is reality is sales leadership through self-management. Sales leadership begins with your own attitude including how you think about time.  The question to ask is not “How well do I manage time?” but rather “How well do I manage myself within each day?”

Remember these words of Benjamin Franklin if you want sustainable sales success:

Time lost is never found again.

Leanne Hoagland-Smith is Trusted Authority for Forward Thinking sales culture. She works to close the knowing doing gaps that restrict sustainable business growth. Call her at 219.508.2859 Chicago USA time.

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Sustainable Sales Success – Tip 03

The world is changing at rapid speed.  What this means for those who want sustainable sales success is embracing their own professional development. No longer can professional salespeople rely on corporate sales training. No they must forge their own professional development if they want to stay relevant and ahead of the flow.



By scheduling 30-60 minutes each day, any salesperson can begin to stay more knowledgeable.  Through Google alerts to RSS feeds to webinars to LinkedIn Pulse or Linked In Updates, there are a plethora of education channels to support forward thinking salespeople.

Additionally, attending outside (formal) sales training or sales seminars is equally important. Leaving the comfort of the chair and the keyboard provides opportunities to personally interact and learn from others.

Within my one page Professional Action Plan I have WAY SMART goals in these six (6) goal categories:

  • Time Management
  • Productivity
  • Self-Leadership
  • Continuing Professional Education (Formal & Informal)
  • Mentors or Coaches
  • Industry, Product Knowledge

To not stay abreast of what is happening within my industry or the industries of my clients or ideal customers is foolhardy. How can I be of value to my clients or demonstrate my value to new sales leads if I am not current with the marketplace? More importantly, how can I have sustainable sales success by staying with the status quo?

Of course, if you have thought “I don’t have time” then that thought is creating a self-fulfilling prophecy.  As Henry Ford said

“If you think you can or you think you cannot, either way you are right.”

CLICK HERE to schedule 30 minutes to speak with Leanne and receive your one page professional action plan for your own sustainable sales success.

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An Extra Sales Day, a Blessing or a Curse

Leap Day 2016 is now in the past.  Everyone in SMBs had an extra day to leap and increase sales sales. For some this extra day was a blessing and for others a potential curse.



When sales are going well, the attitude is positive and one of abundance.  Yet when revenue is down, sales leads aren’t calling back, then negativity begins to set in and a feeling of scarcity grows.

Possibly part of the problem is time management. Many salespeople do not understand the direct connection between time management and realistic personal goal setting specific to the ability to increase sales.  If we did not have goals to increase sales, why worry about time?

So much is written about SMART goals and yet one would think most people given all this knowledge would consistently achieve their goals.  After almost 20 years in my own practice, I can say probably less than 20% of those I work with and speak to consistently achieve their personal own goals. (Note:  From my research, Zig Ziglar was the first person to discuss SMART goals.)

What would happen if we revised the SMART goals criteria by adding this one word – WAY?

W = Written

Goals must be written down.  For SMBs this is called a goal driven strategic plan.  Also having a personal development goal driven action plan is an additional bonus especially if you are selling.

A = Actionable

All goals should begin with an action verb such as increase, secure, meet, etc.  This action verbs keeps an internal focus on the necessary actions required to achieve the goal.

Y = Yours

When the goals are your own because someone else set the goal, there is a far greater likelihood of goal achievement. This is one reason why goals set by those in executive leadership so often fail to be achieved.

S = Specific

Make your goals as specific as possible.  “Loosey, goosey” goals deliver loosey, goosey results.

M = Measurable

If you can’t measure it, you can’t manage it. Enough said.

A = Aligned

When your goals are aligned to your purpose, plans and passion, you have increased the odds of achieving the goal. Of course this also means you have invested the time to know your purpose, write your plans and keep your passion alive.

R = Realistically Set High

Goals must be realistically set high, a stretch.  Making the goal easy to achieve sets you up for future failure.

T = Target Date (Time)

All goals require a target date and should be time driven. Time forces you back to revisit the goals

Yes I believe WAY SMART goals are a far better criteria than just SMART goals and will possibly have you believing you do have more time to increase sales than just one extra day every four years.

Want to better Time Management?
CLICK HERE to reserve your 30 minute conversation

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Leanne Hoagland-Smith is THE People and Process Problem Solver for leaders who desire a Forward Thinking Sales Culture. She supports executive leadership in bridging the sales culture gap of people and processes that restricts SMB sales results. If you want to increase sales, then call Leanne at 219.508.2859 central time USA to solve your disengaged employees and ultimately your disengaged sales culture as well as improve your own sales results. Follow her on Twitter or check out her profile on LinkedIn.

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The Power of 3 For Better Time Management

Did you know we experience more change in one year than our grandparents experienced in their entire lifetimes? With information doubling every year, businesses downsizing personnel and change almost being a warp speed phenomenon, no wonder time management is a growing concern for business leadership.



A recent search on Google for time management retrieved nearly 1/2 billion hits with time management training accounting for almost one half of those hits. This suggests that time management is important to many and especially for those in business leadership roles.   On my website one of the most frequently download PDFs is this curriculum on Time-Management-Leadership.

The Power of 3 Rule is a great way to improve the effectiveness (doing the right thing) of your daily business leadership time usage. However, there is some preliminary work that must be taken before you can implement this rule.

First, return to your strategic plan and determine what needs to be done for the current quarter. Then look at your current tasks and identify only 3 important activities for the forthcoming or current week that are quality focused and aligned to that plan. Some of these activities may include making phone calls, sending out direct mail pieces, organizing your office, filing paperwork, spending time with family or friends or exercising at the fitness center.

After you have selected just 3 things to focus on during the week, write them down and carry the list with you at all times. For you will now have to say “No” to a lot of other people and potential activities that will interfere with your selected Power of 3. As this rule has a one-week time frame, you will be able to say “Yes” after the week is over to some of those things that you said “No” to earlier. Because of this limited time focus as well as limited activities, you will realize immediate results.

Take action right now and identify just 3 activities that you will focus on for the rest of the week and let me know of the results.

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Leanne Hoagland-Smith is THE People and Process Problem Solver. She supports forward thinking leadership in bridging the gaps between the two problems restricting strategic business growth – people and processes. Leanne can be reached at 219.508.2859 central time USA.  Follow her on Twitter or check out her profile on LinkedIn.

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Where We Are Missing the Boat in Leadership Development

Leadership development is wanted, no demanded, according to this article in Business Insider.  Two thirds of the college educated millennials surveyed by Deloitte are looking to leave their current employers in the next four years.  The main reason is a lack of leadership development.

Boats-TwoThis research confirms what employers want – employees with leadership skills and yet they are not getting college graduates with the necessary skills to be effective leaders.  Hint: If you want a great book on effective leadership, read Drucker’s The Effective Executive.

Now think about what this survey has actually revealed.  After 16 years of education young people know:

  • They lack the necessary self-leadership skills required in the workplace
  • Leadership skills are necessary for employment mobility

Very few high schools develop self-leadership skills. There are exceptions such as Culver Military Academy located in Culver, IN.

Leadership for many schools is oriented to community service projects with the hope the leadership skills or rather self-leadership skills will transfer through an osmosis process.

Self leadership is the ability to lead yourself first before you can lead others. 

Even though there are many good to great teachers, they never developed all the leadership skills demanded in a knowledge economy.  Therefore, teachers are limited in the skills they model or even teach.

The best example to demonstrate this lack of leadership development is through “goal setting.”  Years ago in giving a keynote graduation speech to high school seniors I shared this interactive story.

How many of you or your parents, caregivers have ever shopped at the local grocery store?  Please raise your hands. Now how many of you or your parents had a written grocer list in hand?  Please raise your hands.  Have any of you observed that written grocery list being left at home, forgotten?  Again, please raise your hands?  What happened? (I called on those with raised hands.) And by the way, when you forget that written grocery list, whose plan are you now on, yours or the owner of the store?

May we have agreement that from forgetting something, wasting more time, buying things not needed, spending more money, having to go back to get want was forgotten and feeling upset all have importance, significant importance. (Please raise your hands).  So if a written grocery list has significant importance because of the wasted resources of time, energy, money and emotions, where is the written plan for the rest of your life? If you don’t have that written plan, then you are somebody’s else’s plan.  Personally for me that is not an option.  Do you want someone else to be controlling your future?

Leadership development should begin in junior high and continue through out high school.  By the time young people decide on their post secondary education path, they should have a solid foundation of leadership skills including:

  • Communication (listening, speaking and writing)
  • Critical thinking
  • Decision making
  • Emotional Intelligence
  • Financial
  • Goal setting and goal achievement
  • Positive attitude development
  • Social
  • Team collaboration
  • Time management (Really self-management as no one can manage a constant)

When our society recognizes that leadership development is an investment in the future of our young people and more importantly in our economic growth, then everyone wins.

The Career and College Success Boot Camp is all about leadership development. Classes are forming now for the summer of 2016. Call Leanne Hoagland-Smith at 219.508.2859 to learn more.

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Leanne Hoagland-Smith is THE People and Process Problem Solver. She supports forward thinking leadership in bridging the gaps between the two problems restricting strategic business growth – people and processes. Leanne can be reached at 219.508.2859 central time USA.  Follow her on Twitter or check out her profile on LinkedIn.



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How to Use Your Business Data Better in 2016 Part 1

During the last few days I have been reviewing the business data from this leadership and sales blog along with my main website.  My focus was the downloads and most viewed pages because this blog and my website are incredibly important marketing channels for my executive coaching and workplace culture (organizational development) consulting.

business-dataFor many SMB owners, they fail to invest the time to review and reflect upon this particular marketing silo of business data.  If there is any time invested, it is probably directed to financial statements while data from marketing is ignored.

By reviewing this business data I learned there was an incredible amount of articles, tools, brochures and curriculum outlines downloaded, far more than in previous years. Believing in supporting readers of this blog, today’s posting shares those top downloads for the first quarter of

  1. Making Accountability Personal 
  2. 7 Tips to Stop the Dripping Faucet
  3. KASH Box and Sustainable Change
  4. Rising Stars Executive Summary – Youth Self Leadership Curriculum
  5. Do You Know and Plan for the 3Rs in Business?
  6. 7 Step Sales Process
  7. Time Management Curriculum
  8. What Is Passion?
  9. First Contact the Source of Customer Loyalty
  10. Ten Universal Laws of Learning

Upon further analysis of this business data, I realized that personal accountability is consistently a barrier to SMB and sales success.  Time management or rather self management is an ongoing challenge along with sales and customer loyalty.  This knowledge allows me to further niche my postings and other articles to address these people and process problems.

Tomorrow I will share the top 10 read blog postings from January of 2015.  In 2016, I have decided to share this business data with you respective to downloads (quarterly) and blog postings (monthly). Possibly if you are a new reader to this leadership and sales blog you may find something of interest that will support you in your ongoing efforts to take your SMB or professional role to that next level.

Finally, may 2016 be a year filled with incredible peace and abundance to you and yours.  Thank you for your ongoing support. As always please feel free to reach out to me.

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Leanne Hoagland-Smith is THE People and Process Problem Solver. She supports forward thinking leaders in bridging the gaps between the two problems restricting strategic business growth – people and processes. Leanne can be reached at 219.508.2859 central time USA.  Follow her on Twitter or check out her profile on LinkedIn.


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What Wasted Time Actually Reveals

Smart devices keep us connected and reveal a lot of wasted time according to Adobe. Would you believe checking email (both work and personal) is consuming 6.3 hours per day?  As an entrepreneur and small business owner for the last 18 years, I can say my time is probably around 60 to 90 minutes per day.



This email marketing and time management research also suggested that 30% of those surveyed check their email in the morning while still in bed. Some may believe this is due to the fear of missing out, my sense it may be revealing something far more serious.

When we are so preoccupied with checking email or being on the smart phone all the time, we just may not have any clarity as to what needs to be done next. We are mired in the endless activity that really does not move us forward. Yet we feel emotionally satisfied that we are doing something constructive.

This endless checking of email shows we have not properly scheduled our time.  However by checking email we do not think of it as wasted time and it justifies not doing what really needs to be done.

Checking email becomes our excuse not to work.

Email marketing agencies are probably in a dither over this time management research. With email not going away, this opens more opportunities.  For mid-size to small businesses, this spells productivity to economic disaster especially if the business factors in texting which does not appear to be part of this research study by Adobe.

Email has become part of our lives especially for mid-size to small business owners and entrepreneurs.  For me, I check email first thing in the morning at my desk (10 minutes) and several times through out the day for another five minutes each.  I have folders on my desktop and quickly file 90% of all email immediately.  Since my clients and sales leads have or can easily find my phone number, if something is really important they can call me.

If I am working on a project, I close my email.  I then open it at scheduled breaks to ensure my focus is where it needs to be.

Now some may suggest checking email is part of their multi-tasking as when watching TV or worse yet driving.  The human brain is not designed to multi-task and to engage in multi-tasking behaviors reduces overall effectiveness of all engaged activities.

Time was gone is never recovered.

Time is an investment.

Each of use have to decide how to invest our time wisely to avoid wasted time. How we do that is a personal decision and one that requires personal responsibility and accountability.

My question is if you are addicted to checking your email, then why so?  Is it because of the fear of not being connected or the fear of not wanting to do what you must do?

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Leanne Hoagland-Smith is THE People and Process Problem Solver. She supports forward thinking leaders in bridging the gaps between the two problems restricting strategic business growth – people and processes. Leanne can be reached at 219.508.2859 central time USA.  Follow her on Twitter or check out her profile on LinkedIn.



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