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Time Traps: Proven Strategies for Swamped Salespeople
Time Traps: Proven Strategies for Swamped Salespeople
Time Traps: Proven Strategies for Swamped Salespeople
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Time Traps: Proven Strategies for Swamped Salespeople

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Sales quotas, stress-filled days, and long working hours fill the schedules of salespeople everywhere. In Time Traps, author Todd Duncan teaches readers that this formula is all wrong--and proclaims that it’s possible to achieve more sales success with less stress, earn more family time with less frustration, and gain more money without investing life-consuming hours at work. The key, he shares, is not time management--after all, managing time is an impossible task to undertake. Instead, he shows readers how to manage what they do with the time they’re given. Highly acclaimed by some of the biggest names in the business, sales, and leadership industries--including bestselling authors Stephen R. Covey and John C. Maxwell--Time Traps includes tips for balancing and maximizing time, saying no more often, leveraging time-saving tools and technology, and prioritizing life amid professional chaos. More than that, the book explains why these things are so important in the first place, and how allowing time for one thing can actually produce more output--not less--in other areas of your life. Research shows that as much as 75 percent of the time people spend at work is a waste of that valuable time--used for menial tasks rather than making sales. This straightforward and actionable guide will help you break out of this statistic, so you can propel your career--and your life--to new heights, starting right now.
LanguageEnglish
PublisherThomas Nelson
Release dateDec 7, 2010
ISBN9781418513924

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    OK; less productivity tips and more life-focus and value-driven life. Not bad, but content a bit off of expectations.

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Time Traps - Todd Duncan

Time_Traps_Repack_0001_002

Copyright © 2004 and 2006 by Todd M. Duncan

All rights reserved. No portion of this book may be reproduced, stored in a retrieval system, or transmitted in any form or by any means—electronic, mechanical, photocopy, recording, scanning, or other—except for brief quotations in critical reviews or articles, without the prior written permission of the publisher.

Published in Nashville, Tennessee, by Thomas Nelson, Inc.

Thomas Nelson, Inc. titles may be purchased in bulk for educational, business, fund-raising, or sales promotional use. For information, please e-mail SpecialMarkets@ThomasNelson.com.

Unless otherwise noted, Scripture quotations are taken from the HOLY BIBLE, NEW INTERNATIONAL VERSION®. Copyright© 1973, 1978, 1984 by International Bible Society. Used by permission of Zondervan Bible Publishing House. All rights reserved.

The NIV and New International Version trademarks are registered in the United States Patent and Trademark Office by International Bible Society. Use of either trademark requires the permission of International Bible Society.

Jacket design: The Design Works Group, Inc.

Front cover image: Steve Gardner, Pixelworks Studio

Interior design: Walter Petrie

Previously published as Time Traps: Proven Strategies for Swamped Salespeople

Library of Congress Cataloging-in-Publication Data

Duncan, Todd, 1957–

Time traps : proven strategies for swamped professionals / Todd M. Duncan.

p. cm.

Includes bibliographical references.

ISBN 0-7852-6323-3 (hardcover)

ISBN-10: 0-7852-8833-3 (trade paper)

ISBN-13: 978-0-7852-8833-6 (trade paper)

1. Sales management. 2. Time management. I. Title.

HF5438.4.D857 2004

658.8'1—dc22

2004023129

Printed in the United States of America

07 08 09 10 11 RRD 6 5 4 3 2

s1

Contents

Note from the Author on the Second Edition

Chapter One:

Time Matters All the Time

When Does It Matter to You?

Chapter Two:

Fighting Back

Will You Fight?

Chapter Three:

The Organization Trap

Wasting Time Juggling Unnecessary Tasks

Chapter Four:

The Yes Trap

Wasting Time Saying Yes

Chapter Five:

The Control Trap

Wasting Time Hoarding Tasks

Chapter Six:

The Technology Trap

Wasting Time on Time-Saving Devices

Chapter Seven:

The Failure Trap

Wasting Time Worrying about Yesterday

Chapter Eight:

The Party Trap

Wasting Time Celebrating Success

Chapter Nine:

The Identity Trap

Wasting Time Losing Yourself

Chapter Ten:

Freedom

Investing Time in Your Best Life

Appendix: For Marketplace Professionals

The Quota Trap

Wasting Time Working Cheap

Notes

THE ONLY TIME THAT COUNTS IS THE TIME

THAT YOU MAKE COUNT. TIME MATTERS, TODAY

MATTERS—MAKE IT YOUR MASTERPIECE!

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Note from the Author on the Second Edition

In November of last year, I asked seven people to meet for half a day to talk about the first edition of this book. In the room sat the vice president of a large logistics company, a life coach, a publisher (not my own), a salesperson, a former marketing consultant for Home Depot, my writer, and the CEO of my company. Each had read the book and were there to offer feedback.

It was my original intent to write Time Traps for all the salespeople I teach and interview throughout the world. This is why the first edition contains the subtitle: Proven Solutions for Swamped Salespeople. However, the purpose of the meeting I mention was to discuss a new edition.

After Time Traps became a New York Times best seller, the comment I kept hearing from radio interviewers, letters, and personal encounters was: You don’t really have to be in sales to make use of this book . . . My friend (or spouse or colleague, etc.) is a such-and-such and she applied the principles to her life with great success.

I heard the comment enough times that I began to wonder if I shouldn’t expand the scope of the book in a new edition—this time with some thoughts and insights for a more general audience: all professionals, not just sales professionals.

I mulled this over for a while and then I spoke with my publisher, and they posed the same idea. It was confirmation, and so I set out to complete a second edition of Time Traps with a new subtitle, Proven Solutions for Swamped Professionals, and new content.

It would have been easy enough to simply change the subtitle of the book and modify all the references of salespeople to professionals, but I wanted to do more. So I asked those in the November meeting to offer candid feedback. What about the book needed to be changed so that all professionals would find it very helpful? What parts of the first edition didn’t apply to someone, say a corporate attorney, who wasn’t part of a sales force but nonetheless struggled with a hectic schedule? What needed to be added so that professionals from surgeons to teachers to athletes to accountants could learn to get themselves out of the swamp they are in and onto high ground where they have plenty of time to live out the lives they desire?

I looked to the seven for answers because they are part of this broader audience, and I felt they could tell me what they and the professionals they knew needed.

Their candid input, along with some revisions and updates, make this second edition all-the-more useful. I believe Time Traps now contains the principles and practical applications required for any professional to step out of the swamp and gain more freedom to do what they really want to do with each day.

My experience and my heart tell me this is still achievable for anyone—for you—no matter how busy or behind you are now. My main hope as you begin this book is that you will find more time and greater freedom in your life after reading and applying what you learn. Trust me, there’s still hope and there’s still time. Enjoy this ride, and then experience your freedom.

s1

Chapter One

Time Matters All the Time

When Does It Matter to You?

The problem with life is that it’s daily.

— JEFF DUNN, PUBLISHER

You could hear the wind screaming past the open door. My executive team and I were two-and-a-half miles above the earth and it was time to jump. The man standing by the large opening in the plane’s side shouted over the noise. On zero you could not hesitate. We had practiced on the ground all day; we had studied how to jump and what to expect; our packs were secure and tightly fastened, and we had donned our helmets. Now it was go time. We were as ready as we were going to be. The four of us smacked our hands together and hollered in out-of-character fashion the way guys do when they’re acting courageous. Then came the moment of truth.

Three—two—one—Go! . . . Go! . . . Go! . . . Go!

One by one, we dropped from the plane like bombs from a B-52 and sped toward the ground at 120 miles an hour. Whether we liked it or not, our lives were now in our own hands. The time we spent rehearsing was past. All that mattered now were the next sixty seconds, three seconds at a time. We had to pay attention; it was life or death important. To pull the rip cord too early would endanger a fellow skydiver and send you well off course. To pull the cord too late was, well, far worse. Time matters in such moments, and my watch remained well within sight.

On another occasion, my wife and I rented a dive boat with a group of friends to view the best underwater spots around the Fijian islands. One morning we were on a deep-water dive to observe several species of sharks. We dove down and down and down, and the light at the surface became dimmer and dimmer. When we reached the bottom of an undersea canyon I glanced at my computer and it read 130 feet. I remember peering up toward the surface and the heavy feeling that I was thirteen stories below. When you’re that far down and you know that you only have a certain amount of air and that once you start to ascend you can only rise a few feet every few seconds, time does not pass indiscriminately. You are very aware that if you ascend too late you will run out of oxygen. Too fast and you’ll get the bends, which can kill you just as quickly. Time matters a lot in such moments, and my flippers didn’t sweep the water once without serious consideration.

It may sound odd, but I think our time off work teaches us a great lesson about our capacity to make the most of our time at work. The two previous examples are from my vacation experiences, but here’s an example we can probably all relate to.

Think about your last vacation. Chances are good that as the date for your departure neared, you became more purposeful about your time. You probably said no to invitations you’d normally say yes to, and you likely became very efficient about finishing tasks, because you knew that if you did, you could fully relax when you stretched out on your chaise lounge.

Time matters before vacations because the return is immediate: if we are very productive before we leave, our freedom won’t be hindered while we’re away.

In this light we seem to have a double standard with our use of time. We squander it in one instance—maybe in most instances while on the job—and we squeeze productivity out of every last second in another, especially right before we’re taking time off. Vacations expose this double standard that, oddly enough, offers us some hope.

BEHIND THE TIMES

It would seem by the way most of us act that time only matters in critical moments or cost-effective moments. In other words, for most of us time only seems to matter:

1. When it has to—like when you’re two miles above the earth or 130 feet below the sea . . . or working with your boss looking over your shoulder, or

2. When it offers immediate rewards—like when you’re about to go on vacation or when you’re vying for a big promotion.

We seem very adept at making our time count in those moments. Yet in all the other moments of our lives—which are predominantly spent on the job—many of us seem to have great difficulty stringing together ten productive minutes. Why is this so?

I don’t think being swamped would be so frustrating if deep down we didn’t sense we could do better—if deep down we didn’t know that we had done better with our time when it really mattered. We probably wouldn’t say things like, That meeting was a waste of time if we didn’t know that the week before we had been able to say, I had the time of my life!

The fact that we have valued every second of our time at some point in our lives—even if it was just before vacation or just after we jumped out of a plane—proves that we at least have the capacity to make time matter. This knowledge ought to give us some hope. In fact, I believe it is this hope (which is usually subconscious) whispering to us that somewhere, somehow, there is a way to enjoy success at work and freedom in life without getting swamped.

What dulls this hope are the many obstacles that keep us from making time matter on a regular basis. I call the obstacles Time Traps, and most of our lives are full of them.

DON’T SURRENDER

Many of us have given up trying to control our schedules and have accepted an existence in which chaos and catch-up are the status quo. One clever woman summed up her surrender this way:

The clock is my dictator, I shall not rest.

It makes me lie down only when exhausted.

It leads me to deep depression, it hounds my soul.

It leads me in circles of frenzy for activity’s sake.

Even though I run frantically from task to task, I will never get it all done, for my ideal is with me.

Deadlines and my need for approval, they drive me.

They demand performance from me, beyond the limits of my schedule.

They anoint my head with migraines, my in-basket over-flows.

Surely fatigue and time pressure shall follow me all the days of my life,

And I will dwell in the bonds of frustration forever.

MARCIA K. HORNOK, PSALM 23, ANTITHESIS

We laugh because we can relate all too well. But who wants to live in the bonds of frustration forever?

Think about the last time you enjoyed a wonderful evening with one of your favorite people doing one of your favorite things. Even if it was only a dinner at a great restaurant with a close friend, wasn’t it refreshing and uplifting? Didn’t you feel more alive afterward? We all want more times like that.

Wasting time feels bad, no matter how it is wasted.

Maximizing time feels good, no matter how it is enjoyed. Wasting time feels bad, no matter how it is wasted. Unfortunately, the reality for most of us is that we’re prone to feel bad more often than we feel good. We’re busy and we’re going someplace and it may be a good place to go. The only question is: are we leaving anything (or anyone) behind? Will we get to that place we are going to and then wish we had taken a different path or different companions, or used a different map?

The obvious (and seemingly impossible) resolution is to work in a way that allows us great success on the job and major freedom and pleasure off the job. I’ll admit that sounds like a hugely overambitious task, but I know it can be done, in a much less complicated fashion than you might realize. I see it happen in the lives of hundreds of professionals every year.

Depending on your particular circumstances, there are specific and immediate actions you can take to move your business and life to a place where you are no longer swamped and where you can enjoy more freedom with your time, every day.

In each chapter I will present these proven solutions to you as a resolution to the time trap being discussed. You may not find yourself in every chapter. With such chapters, education is your best strategy. Therefore, in chapters that speak directly to your struggles, dig in and apply the solution as soon as possible. In chapters that don’t quite apply to what you’re going through, safeguard your future days by learning how to avoid the traps being described because they are very common and you are prone to fall into them at some point in your career. In fact, nearly every professional I know has struggled with the eight traps we will discuss.

THE TOUGHEST CHALLENGE WE FACE

Freeing up your time can be a frustrating thing, especially in the working world where much of our time is shared with others who may not value what we do. But we can and should fight for our time—and, though it often feels like an uphill battle, it’s not a lost cause. Consider the victory won by a client of mine named Tim.

He wasn’t being productive with his work time, and he knew it. He was going in early and coming home late and he was tired of missing out, so he came up with a plan. He determined that for three weeks he would tally the amount of time he spent at the fax machine and then multiply his weekly average by the number of weeks he worked in a typical year to come up with an annual total of hours spent faxing. He figured that once he saw how much time he was spending carrying out menial tasks, he would be extra motivated to improve. He wasn’t sure how he would improve, but he knew he would figure out a way if he were provoked.

When the annual tally came in, the result nearly made his eyes pop out of his head. The total was much larger than he had anticipated. He punched the numbers into the calculator one more time. Same result. By his modest estimation, he spent approximately 336 hours per year inserting paper, fishing out

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