Abstract
Two techniques for making your sales employees more productive is to boost their creativity and show them how to plan and manage their time. One way to make creative ideas flow is to expose people to new and different experiences-cultural activities, community leadership, adult education, and the like. In-house training and education also stimulate creativity, as does giving people a chance to participate in management decisions. To avoid burn-out, management should plan for career enrichment-chances for upward movement or, at least, lateral movement among properties. Time planning is also a key to salesforce productivity. The process of time planning requires a person to consider how each task will be accomplished. Time plans should be made for each year, each week, and then each day. The main idea of creating time plans is to do them in advance. A weekly plan, for instance, should be completed before Monday morning.
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