How I Raised Myself from Failure to Success in Selling Ch 4

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Questions and Answers

What was the author's initial goal for calls in a year?

Four hundred calls

One thousand calls

Three thousand calls

Two thousand calls (correct)

How did the author ultimately change their approach to self-organization?

By setting aside a specific day for planning (correct)

By working longer hours each week

By reducing the number of calls made

By hiring an assistant to help with calls

What was the effect of proper planning on the author's attitude toward making calls?

The author started to dislike making calls

The author became indifferent toward calls

The author felt confident and eager (correct)

The author felt more pressured and anxious

What did the author find surprising about the amount of work done with and without planning?

Little was accomplished without planning Signup and view all the answers

What did Henry L. Doherty emphasize as irreplaceable in a business context?

Thinking and prioritizing tasks Signup and view all the answers

What did the young man, Ed, struggle with in his early career as a salesman?

He had poor time management. Signup and view all the answers

What principle did the 'Six-O'clock Club' emphasize?

Early rising leads to greater success. Signup and view all the answers

What is the 'Weekly Work Sheet' considered in the context of effective sales?

An essential tool for success. Signup and view all the answers

Why did Dick Campbell refuse to meet Larry Doolin on Tuesday?

He was busy with previous appointments. Signup and view all the answers

What was Richard W. Campbell’s secret to success?

Strictly adhering to his weekly schedule. Signup and view all the answers

How did Ed’s perception of being organized change after joining the 'Six-O'clock Club'?

He found that he could manage his tasks better. Signup and view all the answers

What was Mary Roberts Rinehart’s initial belief about her writing ability?

She could learn if she had the time. Signup and view all the answers

What was a common practice among successful individuals mentioned in the content?

They were meticulous about time management. Signup and view all the answers

What was the primary result for Ed after becoming organized?

He saw an improvement in his sales success. Signup and view all the answers

What attitude did Larry Doolin have after hearing Dick Campbell’s scheduling philosophy?

He felt inspired and motivated. Signup and view all the answers

Study Notes

Self-Organization Strategies

Poor Self-Organizer: The author initially struggled with organization, falling behind a goal of 2,000 calls per year. Repeated resolutions failed to sustain long-term organization.
Planning is Key: Significant time investment in planning (4-5 hours) proved crucial for successful call management. This involved reviewing records, studying each call, planning responses, preparing proposals/letters, and scheduling calls.
Dedicated Self-Organization Day: Establishing a dedicated "self-organization day" (Saturday morning) was essential for effectively planning the coming week. This allowed for focused planning and preparation.
Benefits of Planning: Planning resulted in increased confidence, enthusiasm, and reduced exhaustion. The author experienced a significant increase in productivity by planning work, moving the organization day to Friday and freeing the rest of the week for action.

Importance of Planning in Sales

Henry L. Doherty's Insight: "I can hire men to do everything but two things: think, and do things in the order of their importance." This emphasizes the crucial role of planning and prioritizing in achieving success.
Systematic Sales Approach: A successful sales approach requires dedicated time for planning every week, including preparing a schedule for the upcoming week and reviewing past records.
Salesman's Tool: International Business Machines Corporation (IBM) sales training emphasizes a "Weekly Work Sheet". This sheet, essential to their success, requires salesmen to list all people planned to be contacted the upcoming week and to review these with their supervisors.
Maintaining a Schedule: Success often stems from ruthlessly managing time, and refusing interference. Example: Dick Campbell, Altoona manager, maintained a strict schedule to uphold efficiency. Planning and prioritizing were essential to his success.

Time Management and Personal Development

Learning to Be a Salesman: The author emphasizes that individuals are responsible for shaping themselves to pursue any skill. The key is to plan.
Early Riser Principle: The author advocates an early morning for reading/study to foster success and reduce anxiety. He coined "Six-O'Clock Club" to highlight the benefits of early mornings.
Example of a Successful Person: Mary Roberts Rinehart, high-earning author, organized her time to write despite childcare, health issues, and financial hardship. She specifically scheduled writing time.
Personal Analysis/Planning: The author utilized a poem by Douglas Malloch to highlight the importance of personal reflection. It suggests analyzing one's own habits and planning to better allocate time for important tasks.

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Description

Explore effective self-organization strategies that can enhance your sales productivity. This quiz highlights the importance of planning and dedicated organization days to boost confidence and efficiency in sales management. Learn how structured planning can lead to fruitful outcomes and better call management.