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The Time Management Centerboard

by Bill Farquharson, NAPL Vice President

Sailing itself, while detail oriented, is a simple concept. So is Time Management. There is preparation and planning and there’s execution. What occurred to me as I was splashing through Duxbury (MA) Bay in a Marshall 15 is that my sailboat moves when the wind pushes it, but the direction is determined mostly by the tiller and the centerboard. The whole experience is a great metaphor for time management. Let me ‘splain, Lucy….

In order to effectively manage your time (sail your boat), you need to be prepared. You must rig your craft and chart a course by determining what the day will bring. Next, you must prioritize your activities by thinking about what is most important as you sail from one point to the next, skillfully turning your craft using your tiller to control the direction you day will take.

All the while, your organization (or lack thereof) is acting like a centerboard. It prevents you from being blown all over the ocean and becoming scattered and lost. And to make matters worse, the vibrations of the day’s events can act to push that centerboard up and reduce your effectiveness. Even the best laid plans need constant monitoring in order to keep that centerboard moving your boat in its desired direction.

To make the most of your selling day, you’ll need to properly rig your boat and chart an efficient course. Any sailor will tell you that it’s the prep you do while sitting at the dock that makes for a good sail. Without effective time management, you are likely to end up on a deserted island with Gilligan, The Professor, Marianne, Ginger, Thurston Howell III and Lovey. That is that last thing any Skipper wants. After all, it was only supposed to be a three hour tour. A three hour tour.

Check out Bill’s Sales Resources page on the NAPL website. Call him at 781-934-7036 or email bfarquharson@napl.org 

About Bill Farquharson

NAPL Vice President Bill Farquharson previously served as President of Aspire For, a sales training and consulting firm in Duxbury, MA, and is a 30+ year sales veteran in the print and form industries. He has trained thousands of print sales representative, sales managers, and “selling owners” with a highly successful, no-nonsense “old school” approach. His unique training programs—The Sales Challenge, The Mobile Sales Club, and Tuesday eWorkshops—have become an industry standard for driving new business. Bill has trained and coached sales people from Xerox, Fuji Xerox, HP Indigo, Heidelberg, EFI, Konica-Minolta, and others. An active columnist and blogger for Printing Impressions magazine, PIWorld.com, he also shares two weekly electronic eblasts each week with thousands worldwide: Monday Video Sales Tip and Friday Short Attention Span Webinars. Bill received a B.A. degree in Marketing from the University of Massachusetts/Amherst and worked in sales at UARCO Business Forms, Advanced Form Systems, and Print Tec Network, prior to founding his own firm.

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