Assume you are a sales manager. You see a need to improve some of the competencies in your salespeople. Specifically, you see one of your salespeople with the most potential who has a problem with self-management. Before you can advise this salesperson on improving self-management, take some time to analyze your own self-management.Review the section of this chapter titled “Time Management” on pages 102-104. Pay special attention to Stephen Covey’s time management advice as described by the time management matrix. Your journal assignment is to answer Question #1 Self-Management under Developing Your Competencies on page 105-106. Be sure to include your time management matrix similar to Figure 3-5.Now that you have stepped through the process on yourself, what steps would you take to help your salesperson?




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