Dave Kahle adapts many now common time management processes for the specific use of salespeople in the field. His underlying assumption is that it is much more difficult for outside salespeople to apply the usual techniques, since their lives are so filled with uncertainty. Plus salespeople tend to be action-oriented, so they don't commonly want to spend time planning or setting up systems. But, Kahle argues, such organization is critical to success in sales. While Kahle claims that most time management principles and tactics "totally miss the unique challenges of the field salesperson," the material he covers in the book sounds very familiar. It echoes many other books about goal setting, problem solving, decision making and effective selling. getAbstract finds that while this may be a helpful review of fairly common material in the guise of time management, the information is hardly unique – although its focus on salespeople's needs may give it additional value for them.
In this summary, you will learn
- How to think and plan your most important activities;
- How to prioritize your customers and prospects; and
- How to create efficient systems and an effective sales process.
About the Author
Dave Kahle has been the number-one salesperson in the country for two different companies in two distinct industries. He is a consultant and educator, who helps salespeople improve their performance. He has published more than 400 articles and authored three books.
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Comment on this summary
5 years ago5 years ago, I conducted "Time Management" for Field Sales Team. First reaction after the course is: "Can't apply due to when we visit customer, they are busy or too many customer, I have to stay & wait.
But infact, when get in the field, if we systematize what we are doing => just like the book suggestion => surely create more "Confident" due to already "Prepared", already become the habit for ourselves & our customers => more effectively
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