Dustin Hillis Blog

Selling Systems: Self-Management Systems

Selling Systems

Today I was doing field training with one of our Southwestern Consulting Market Managers (Neal Anderson) in Raleigh, NC.  Our first meeting was with a personal coaching client of mine whom I’ve been coaching for over 3 years named Bob Watral.  Bob is a former VP at Morgan Stanley Smith Barney and has been in the financial planning industry for over 20 years and is one of the most coachable people I know.  Our next meeting was at one of the top real estate offices in Raleigh, and Neal signed up the managing broker of the office for the Manager’s Edge coaching.  Then our next meeting was at a New York Life office where Neal was already coaching the manager and ended up signing up another producer for the Top Producer’s Edge coaching program.  Upon reflecting on the day’s activities, I feel that all 4 of the people we met with today who are enrolled in our program have one thing in common that they need help with. Although they work at different companies in different industries and have different levels of experience, the common denominator is they all need help creating and maintaining more effective and efficient Selling Systems.

The Southwestern Family of Companies is comprised of Southwestern Investments Group (the #1 Raymond James financial planning firm in the world), Great American (the largest school fundraising company in the world), SBR Recruiting (the #1 recruiting company in the state of Tennessee), Southwestern Advantage (one of the oldest direct sales businesses in the United States), Family Heritage (a large supplemental insurance company), Tom James (the world’s largest custom clothier), Wildtree (one of the fastest growing party planning businesses in the United States), a handful of other various businesses ranging from the music industry, time shares, international work and travel documents, and an award-winning publishing company.   People often ask me “how is Southwestern involved in so many different industries?  What’s the common thread?”  The answer to that question is why Southwestern Consulting exists.  All of the Southwestern companies have one thing in common – Selling Systems.

Selling Systems are the foundation of all the Southwestern companies…and they’re the foundation of almost every successful company, manager and top producer.

What are “Selling Systems”?   There are 3 key Selling Systems that Southwestern has perfected over the past 155 plus years that we help instill in our coaching clients.

Selling System #1:  Self-Management Systems

Out of the hundreds of people we coach every year, Time Management is the #1 area of improvement most people need help creating systems around.  A lot of people are working a lot of hours… they’re just not maximizing the time during the hours they work.

Here are the top 3 systems you can create for yourself to help manage your time better:

1. Schedule Tool – A schedule tool is a spreadsheet that has every day of your week broken down hour-by-hour.  How you use the Schedule Tool is you open it up every Sunday and take an hour to literally plan out every hour of your week, every phone call, every meeting, prospecting time, email time, lunch, paperwork time… but beyond that you have to schedule your personal life also!  What time you’re going to wake up, read books, workout, date night, and personal development training.

Here is an example of one of my coaching clients Schedule Tool:

Schedule Tool

Schedule Tool for Time Management

2. Goal Card – A Goal Card is one of the cornerstone tools that Southwestern has used to ensure success over the past century.  One of the keys to a Goal Card is that it breaks down your day into working “goal periods”.  A “goal period” is a 2 hour block of your day where you have specific activity goals to achieve.  You should break your whole day down into “goal periods” and have activity goals for each “goal period”.  Separating your day out to 2 hour increments will help you get more done in 2 focused hours than what most people do all day.

Click Here To Download Your Selling Systems Goal Card

Selling Systems

Selling Systems

3. Critical Success Factor Tracker – “You cannot expect unless you inspect.”  It’s hard to know how to improve your performance unless you track what you’re doing all day long and then measure the activity against the daily activity goal.  In the Southwestern ConsultingTM sales performance coaching program, we have designed a software program that makes this an easy process that takes 2 minutes at the end of the day to tally up your daily activity statistics off of your Goal Card and enter them onto your CSF report.

Here is an example of the Southwestern Consulting Critical Success Factors tracking tool all of our coaching clients use everyday and review with their coach:

Critical Success Factors

Critical Success Factors Activity Tracking Tool

  • Once you have several months of CSF data, you can start self-managing yourself and comparing your ratios to the previous month and make sure your daily activity numbers are always improving.

If you are reading this and think “this is the kind of stuff I need in my business”, we can help!  We have a team of experts that help implement these types of systems in companies across America every day.  For more information:

[contact-form] [contact-field label=”Name” type=”name” required=”true” /] [contact-field label=”Email” type=”email” required=”true” /] [contact-field label=”Phone” type=”text” /] [contact-field label=”Comment” type=”textarea” required=”true” /] [/contact-form]

… stay tuned for the other two Selling Systems.

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