Time Tips: Multi-tasking Tip #1

The true measure of life is not in the number of breaths you take, but in the moments that take your breath away.

I once "failed the test" to be chosen as a speaker on time management for a sales organization. In a phone interview with the CEO, I remarked that many people think of time management as a matter of multi-tasking, and that isn't it. He was incredulous.

"Listen here, my sales people have to multi-task!"

Then he went on to tell me how they had to service X accounts in Y time, etc. Clearly, he knows nothing about sales or time management. But, he had his mind already made up and he wanted a speaker who would parrot his own dysfunctional views. That is exactly why his organization was having the problems it was having. He was focusing on activity, rather than results.

In most multi-tasking situations, you end up doing neither activity well. Let's look at two scenarios.

One. Jim is a real multi-tasker. He was making 8 sales calls per day, but when sales slowed down he figured out how to make 9 sales calls per day. He's on his cell-phone constantly, when he's driving--and frequently loses calls in the middle of a conversation or sales pitch. He rushes from client to client, and they all know how busy he is. You are one of those clients. You find it hard to get Jim to depart from the script, and he seems to always be glancing at his watch and considering his next move. He seems harried rather than efficient. He doesn't know your business and doesn't seem to have time for you.

Two. The extent of David's multi-tasking is that he listens to sales tapes or rehearses his next call while driving. He makes a point of calling on only a few clients each day. He arrives at each one fresh and full of energy--and attention. You are one of those clients. And you like David. He asks many questions about your business, has a habit of saying, "Show me," and his presentations are smooth and confident. When he has another appointment scheduled later in the day, you are seldom aware of that--it's as though his whole universe is focused on you.

Which one of these salesmen would "take your breath away?" You can see that the CEO who decided my material wasn't right for his sales force made the wrong decision. I have no doubt he will lay people off and get a bonus for doing so.

The example here is sales, but the concept applies to everything, including interpersonal relationships.

In most relationships, we give each other the surface treatment. This is a waste of time, and a waste of the relationship.  Don't give people the surface treatment. Plan and prepare for the engagement. Think ahead of what you can do to take their breath away.

Hint: This usually involves something that makes it seem as though your universe focuses on them while you are interacting with them. When they mention something important to them, ask for more information--show a real interest.