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Here are the four most common time-wasters, regularly occurring patterns that develop, and- tendencies on the part of salespeople to do things that detract from their effective use of time.

Biggest Time Wasters for Salespeople

Biggest Time Wasters for SalespeopleCopyright 2006 Dave KahleGood time management for salespeople has been an obsession of mine for more than 30 years. In the last decade, I've been involved in helping tens of thousands of sales people improve their results through more effective use of their time. Over the years, I've seen some regularly occurring patterns develop - tendencies on the part of sales people to do things that detract from their effective use of time. Here are the four most common time-wasters I've observed. See if any apply to you or your salespeople.1. Allure of the urgent/trivial. Salespeople love to be busy and active. We have visions of ourselves as people who can get things done. No idol dreamers, we're out there making things happen! A big portion of our sense of worth and our personal identity is dependent on being busy. At some level in our self image of our selves, being busy means that we really are important. One of the worst things that can happen to us is to have nothing to do, nowhere to go, and nothing going on. So, we latch onto every task that comes our way, regardless of the importance. For example, one of our customers calls with a back order problem. "Oh good!" we think, "Something to do! We are needed! We can fix it!" So, we drop everything and spend two hours expediting the backorder. In retrospect, couldn't some one in purchasing or customer service have done that? And couldn't they have done it better than you? And didn't you just allow something that was a little urgent but trivial prevent you from making some sales calls? And wouldn't those potential sales calls be a whole lot better use of your time? Or, one of our customers hands us a very involved "Request for Quote." "Better schedule a half-day at the office," we think. "Need to look up specifications, calculate prices, compile literature, etc." We become immediately involved with this task, working on this project for our customer. In retrospect, couldn't we have given the project to an inside salesperson or customer service rep to do the leg work? Couldn't we have just communicated the guidelines to some one and then reviewed the finished proposal? Once again, we succumbed to the lure of the present task. That prevented us from making sales calls and siphoned our energy away from the important to the seemingly urgent. I could go on for pages with examples, but you have the idea. We are so enamored with being busy and feeling needed that we often grab at any task that comes our way, regardless of how unimportant. And each time we do that, we compromise our ability to invest our sales times more effectively.2. The comfort of the status quo. A lot of salespeople have evolved to the point where they have a comfortable routine. They make enough money and they have established routines and habits that are comfortable. They really don't want to expend the energy it takes to do things in a better way, or to become more successful or effective. This can be good. Some of the habits and routines that we follow work well for us. However, our rapidly changing world constantly demands new methods, techniques, habits and routines. Just because something has been effective for a few years doesn't mean that it continues to be so. This problem develops when salespeople are so content with the way things are, they have not changed anything in years. If you haven't changed or challenged some habit or routine in the last few years, chances are you are not as effective as you could be. For example, you could still be writing phone messages down on little slips of paper when entering them into your contact manager would be more effective. This is a simple example of a principle that can extend towards the most important things that we do. Are we using the same routines for organizing our work week, for determining who to call on, for understanding our customers, for collecting information, etc.? There is no practical end to the list. Contentment with the status quo almost always means salespeople who are not as effective as they could be. My book, 10 Secrets of Time Management for Salespeople, discusses the use of the "more" mindset as an alternative to the status quo.3. Lack of trust in other people in the organization. Salespeople have a natural tendency to work alone. After all, we spend most of the day by ourselves. We decide where to go by ourselves, we decide what to do by ourselves, and we are pretty much on our own all day long. It's no wonder then, we just naturally want to do everything by ourselves. That's generally a positive personality trait for a salesperson. Unfortunately, when it extends to those tasks that could be done better by other people in our organization it turns into a real negative. Instead of soliciting aid from others in the organization, and thereby making much better use of our time, many salespeople insist on doing it themselves, no matter how redundant and time-consuming the task is. The world is full of salespeople who don't trust their own colleagues to write an order, to source a product, to enter an order in the system, to follow up on a back order, to deliver some sample or literature, to research a quote, to deliver a proposal, etc. Again, the list could go on and on. The point is that many of these tasks can be done better or cheaper by someone else in the organization. The salespeople don't release the tasks to them because they, the salespeople, don't trust them to do it. Too bad. It's a tremendous waste of good selling time and talent. Chapter 10 of my book "10 Secrets" describes a system to nurture helpful relationships.4. Lack of tough-minded thoughtfulness. Ultimately, time management begins with thoughtfulness. That means a sufficient quantity of good quality thought-energy invested in the process. I like to say that good time management is a result of "thinking about it before you do it." Good time managers invest sufficiently in this process. They set aside time each year to create annual goals, they invest planning time every quarter and every month to create plans for those times, they plan every week and every sales call. Poor sales time managers don't dedicate sufficient time to the "thinking about it" phase of their job. Not only do good sales time managers invest a sufficient quantity of time, but they also are disciplined and tough-minded about how they think. They ask themselves good questions, and answer them with as much objectivity as they can muster. * "What do I really want to accomplish in this account?" * "Why aren't they buying from me?" * "Who is the key decision maker in this account?" * "Am I spending too much time in this account, or not enough in that one?" * "How can I change what I am doing in order to become more effective?" These are just a few of the tough questions that good sales time managers consider on a regular basis. They don't let allow their emotions or personal comfort zones to dictate the plans. They go where it is smart to go, do what it is smart to do. They do these things because they have spent the quantity and quality of thought-time necessary. Of course, there are hundreds of other time-wasting habits. These four, however, are the most common. Correct them, and you'll be well on your way to dramatically improved results.

eShagun.com-Revolutionizing the way you send Gift to India - Gift card vs Traditional gifts

eShagun.com-Revolutionizing the way you send Gift to India - Gift card vs Traditional gifts

Revolutionizing Gifting to India Gift giving in Indian culture is as holy as any religious engagement. Gifts also denote how much you care and how you care. Gifts can be given in cash and kind, from a simple single stick Rose Flower to a Rolls Royce. They help in improving and building personal and professional relationships. Especially, the weight of the gift increases when it reaches you from far away land. Just imagine giving a splendid anniversary gift to your parents in India or giving a gift to your sister back home on Rakhi. These moments are priceless and there is a simple way to do them, gifting visa gift cards to India. At the premium visa gifting website eShagun.com, all you do is choose the Denomination of the gift card and the recipient chooses the gift from over 300,000 locations across India. Gifts in corporate lifestyle definitely are considered as the best morale booster and now it is made easy by eShagun.com and their Visa Gift Card. The visa gift cards exclusively from eShagun.com are the best way to recognize and uniquely reward incentives to your organizations Indian employees and/or is most scalable method of thanking your loyal Indian customers. eShagun.com has simplified your gifting needs by marking the gifts with nominated amounts pre loaded on them, ready for distribution.This service is exclusively available online only through eShagun.com, a complete secure ordering website. The gift cards are user friendly and hassle free. These gifts can not be over priced. The denomination you choose will be the same gift amount your loved one in India will receive hence far better than choosing and sending a gift. This now has revolutionized the way people gift their loved ones in India. You just choose the denomination or the price range of your gift and leave the rest to the website. It will handle all the necessary transactions (of course secure) for youre girt to reach your loved ones. With Visa gift cards at eShagun.com, you just give your loved ones what they want.There are many other features on the website. As you sign up with the website you are entitled to the following services.You can send free online greeting cards with customized look and feel. Not just this, because of your schedule there is a huge chance of you forgetting many important occasions, so this website will provide you with a free reminder service. Hence, from now on there are no sorry cards only great gifts with visa gift cards. The second most important thing is the registration will entitle you for the five star experience of gifting. You will suddenly be upgraded to a master gift giver and definitely will earn many brownie points with your loved ones. There are no more guess works, shabby ordering processes, generic and impersonalized gifts and what more the recipient has more than 300,000 locations across India to choose his shopping location. This is what I call five star gifting experience.

Sales Training Fails for a Reason

Sales Training Fails for a Reason

All pumped up to attend that upcoming sales training workshop? Maybe a little anxious as it's been a while since you took a course. Expecting good things for the coin you are shelling out as the company isn't paying the freight this time around. Perhaps a tad concerned how well you will do, or how tough the content might be to master. Will it be better than the last "sales training" workshop you attended? Bottom line - will you improve your sales success upon completion?These are common anxieties. You have every reason to wonder about effectiveness. It is not just the financial commitment you or your company is making; it is the time investment as well. I've always looked at sale training as an opportunity. I'd be surprised if you didn't learn something new, or at worst, a forgotten past learning is dusted off and put back in the arsenal. There is the advantage of benefiting from the knowledge of others in the class; some may be more experienced, or more successful. What makes them so? You no doubt are aware there is a plethora of sales training programs in the market place today. You can attend in person, participate interactively on the web, and work with a CD or workbook. With so many options out there designed to appeal to your preferred learning style, why do so many sales training programs fail?In most cases, the course content is adequate to very good. I cannot recall ever having a facilitator that was not top notch in presenting the material. The facilities are generally not the culprit. So why do so many sales folks think back on training they have taken and question the return on their investment? In most cases, the shortcoming of the program may not be just the program. Let me explain. Any learning on any topic can only have impact when put into practice immediately after the training has taken place. This is especially true where the learning requires behavioral change. If you don't practice what you have learned, as awkward as it might feel at first, the longer you go, the less value you will receive. For a number of years I taught one of the leading programs on the market, many will know it. It started at Xerox and has moved about since. The content, structure, and learning methodologies were, and remain, excellent. It was the first sales training program based on extensive empirical research. With literally hundreds of thousands having taken the program, why did they all not turn out as effective as the three in the video? Regrettably, what happens is we get back to the day-to-day sales environment. We know the pressure to produce; the emphasis to close business, with the stark realization, that failure to do so may result in not being paid. We get to our first appointment and forget to properly structure our opening remarks and establish the agenda. The first "concern" comes up and we can identify it as a misunderstanding, but what were those steps on how to respond? If only I could play that video back in my head, or visualize the wall chart at this very moment. The sad reality is that after many sales training programs, there is a lack of reinforcement and coaching necessary to become proficient. The classroom or the video or workbook is just the beginning. We have all heard, "practice makes perfect", well there is a lot of truth to this saying. If there were only one thing you could do to avoid the pitfalls of training this would top of the list. What can you do to ensure greater sales success and avoid "failing"? You could buddy up with someone who took the same course and practice together to re-enforce the acquired skills. You could set up weekly reviews, or drills, with your Sales Manager or Training Manager to re-visit the material until it becomes second nature? You could commit to a weekly review of one element of the training program you attended. If you are in a corporate environment, you might suggest you have a formal annual refresher program to hone your skills and discover nuances of the program you took.Is it possible to obtain a better return on training programs? Absolutely. Looking beyond the training "event" to the recurring sales coaching and practice sessions is critical to leveraging the initial investment. After the sales training program, the real work begins. Changing techniques, modifying behavior and habits, being open to trying your new learnings, will all contribute to you becoming a more productive and efficient sales professional.

Use Super Tech for Business Excellence Part 1

Use Super Tech for Business Excellence Part 1

The paradigm Shift in Electronics and Industrial SalesA Paradigm is a set of rules and regulations that does two things: 1.It establishes and defines boundaries. 2.It tells how to behave inside the boundaries Instill 3 Traits for Excellence and Super AbundanceJoel Barker in his book Future Edge, lists 3 traits; a culture of excellence, innovation and anticipation as the three. He says not one, not two, but all three must be present. A culture of excellence is first and this excellence must permeate from the initial product design to the after-sale product support. W. Edwards Deming was a leader in promoting excellence in the area of TQM or Total Quality Management. The second key is innovation. Innovation is the way you gain a competitive edge. Innovation joined with the excellence culture is a powerful one two punch. This is not enough for sustained market leadership however, and there is one elusive skill that must be added to the mix. This skill is anticipation. Anticipation is the clear vision that steers your organization. The skillful application of intelligence to your data to get to the right place at the right time. This clear view into the future will drive great ideas to ascendancy. If this vision is lacking the organization will suffer. An example may be the The Walkman. Sony started the portable music revolution and Apple has swallowed the market share as a shark swallows his prey. Perhaps Sony could have anticipated changing demand and in doing so, forestalled the end of life for the Walk Man. The Secrets of Super Technology The Internet is designed for customer and partner intimacy. Every computer which is connected to the Internet is as close to your computer as your own keyboard. The principal account manager at the contract manufacturer in China can be right in your own office. You customers and your salespeople can be on the same side of the desk even though the desks are on the other side of the world. Super Tech drives customer relationships closer and closer. We have lived in an evolving world of high-tech which has permeated every corner of our society. The last 10 years has exploded communication and collaboration applications and we define this as Super Tech. Organizations have not taken advantage of revenue creating tools. Paradigm shifts change the rules and when the rules change so does your world. Super Tech is simple, on-demand software. This software, aligned to your business process, relishes the power of on-demand collaboration. Super Tech is the key to winning in the market place; easy to use powerful on-line software that will change the way business is done and will change the way products are sold. Part 2: "How Low Tech is Killing Innovation", is next...

Why Sales Training Fails

Summary:Sales organisations of all types spend a huge amount on training their sales people each year. Research shows, however, that most training has little impact in the long term. Here we look at what needs to be done to make sure training works - and the new generation of training approaches.If youve ever wondered why your sales teams struggle to consistently achieve sales targets despite investment in sales training, development and management, youre not alone.Despite their best efforts most organisations are failing to achieve their full potential from "sales training" due to four main reasons;1. Most sales training has at best a short-term effect on performance because of a failure to consistently implement, apply and reinforce what is learnt.2. Sales managers (often top sales achievers themselves) lack a proven methodology to be truly effective at getting top performance from their sales team.3. Salespeople often find it difficult to maintain the correct balance between prospecting, presenting, negotiating, closing and client nurturing which can lead to sales feast and famine and lost opportunities.4. Sales leaders and managers find it hard to run sales meetings and sales training sessions that are relevant, motivational, and impactful for both highly experienced and inexperienced salespeople at the same time.So how do sales leaders address these critical issues of skill and knowledge if 'traditional' sales training approaches simply can't offer the level of flexibility and interaction needed to embed learning? The answer lies in designing and providing a new generation of development toolkits which sales managers can use with their teams. These toolkits can give the manager total flexibility to address the specific development needs of his or her team based on the situation at the time. In addition, they should provide the opportunity for a high degree of team interaction as well as best practice learning materials which can be delivered in a fun, energetic and bite sized fashion.Global oil giant, Shell, amongst others, is at the forefront of using such systems to empower their field sales managers using a new system called 'The Sales Activator'. The creators of The "Sales Activator" say it has been specifically designed to address the critical shortcomings of 'traditional' sales training. It's a self contained system which gives the sales manager the tools, framework and learning content to take charge of their sales team's development on an ongoing basis.Commenting on Shell's experience of using The Sales Activator to overcome the weaknesses of sales training, Elza Muller - Learning and Development Manager at Shell - says; "People learn without realising and get the added benefit of learning from additional input from delegates who have years of experience. It can be done as and when there is a team meeting - no extra resource is required. The coaching role can be shared across teams, within teams spreading the skill of coaching [and] the business manager is present dealing with the system and context issues around training."

Alvin Donovan Physical Rapport Alvin Donovan

Alvin Donovan has presented seminars in many different countries and this has given him the opportunity to meet and interview some of the most successful people in the world. What " "Alvin Donovan" " has discovered is that they all are able to instantly garner rapport with other and make themselves more successful than the rest. They are strategies you can use easily and naturally to begin to Make More Money NOW: Physical rapport- The key to all persuasion Alvin Donovan teaches in his seminars- The fundamental basis of all world class excellent persuasion skills is to harmoniously develop, coordinate and utilize all of the strength instruments you were born with (mind, body, senses, intellect, intuition), with the intention to achieve your outcome through the systematic employment of psychologically and physiologically sound and proven techniques centuries of research. To start with you must realize that you cannot not influence others through all of your behaviors and someone else cannot not be influenced by all of your behaviors in some way. It is your task to discover the most elegant means to use this knowledge to continually achieve your outcomes, or not. So you must realize:1. The persons process of doing it is more important than what the content is.2. You need to use your strength instruments (everything you see, hear, feel, think) to calibrate (i.e. Skin tone or color, lower lip or breathing changes) what is going on with the other person and keep cycling for intensity until you achieve your outcome.In other words you simply:A) Find out how they normally do it.B) Find out how they need it to be delivered. What they want, when and how many times they want it etc.C) Do it that way.Remember- Your job is to elegantly elicit and calibrate the process of how they prefer to buy and what is personally important and then cycle for intensity and get out of the way between them and your product. Rapport- The way to easily and naturally eliminate perceived differences between yourself and the other person .Benefits of this article:* establish rapport in 30 seconds or less with anyone.* build trust into every communication.* send subliminal messages of likeness.* improve your range of responsiveness.* achieve personal and professional flexibility.* establish deep bonds of trust-quickly.* covertly calibrate that you have rapport.* know when you have made your point so you can avoid "over influencing".* covertly calibrate when a person changes states.* using your senses to develop understanding of others.* establishing meaningful communication. * improving your responsiveness range.* build trust into your communication. * verifying the current level of rapport.* getting clients to focus on you.Would it be helpful to have a way to get people to naturally like you? To have clients immediately bond with you? Would it be helpful to be able to speak with your clients in such a way that your message is irresistible?How can I easily and naturally do this?Alvin Donovan teaches to focus on building rapport through becoming as much like the other person as possible- eliminating as much perceived differences as we possibly can between us. People like most those who are most like them.The conscious mind is that part of your being that can best be defined by saying what it does. It enables you to shift your attention from one thing to another. Therefore, what you are aware of is that part of you that would be called your conscious mind. Your unconscious mind is that part of you that contains your long term memories. It is also is in charge of automatic behavior-that is-reflex action. In fact, when Alvin Donovan gives a seminar his outcome for you is for you to easily and naturally become more persuasive-automatically- by evaluating the way you automatically respond in persuasion situations, and then make strategic changes that will enhance the process.In a study of communication at the University of Pennsylvania in 1970 ("Kinesics and Communication," R. Birdwhistle, University of Pennsylvania, 1970) the researchers determined that in communication, only seven percent of what we communicate is the result of words that we say, or of the content of our communication. Thirty eight percent is a result of our vocal behavior, which includes tone of voice, timbre, tempo and volume. Fifty-five percent is a result of our nonverbal communication, i.e. our body posture, breathing, skin color and our movement.So you can understand that "competent" persuaders spend most of their time concerned with what they say and very little about how they say it. By the way do you consider yourself competent? Do you know what they call the guy who graduated last in his class at medical school? Doctor! Someone who is competent is someone who has the minimum requirements. Someone who is adequate. If you are going in for brain surgery do you want the guy who is competent but the last in his class or do you want to find the best that you can.Maybe you would even want to have someone who is world class excellent? When Alvin Donovan was around 9 years old, the principal from our school gave a lecture to his class. She said that some of you will discover that you are naturally good at some things while some of you will be better than other at other things. What you need to do is find out what you can be the best at and continually strive to become the best in the world at that one thing. That is what Alvin Donovan has chosen to do. For Alvin Donovan to be competent at what he does her thinks of having only the minimum level of qualifications. The outcome Alvin Donovan has in mind for you is for you to become world class excellent at what you do. Because when you are the best in the world at what you do then obviously your service or product will be much easier to sell.You will believe more in your product and that will be communicated through your demeanor, attitude and elegance with which you persuade others to realize that your is the best choice for them. Clients prefer to deal with the best service or product. Have you ever heard of anyone asking who the worst x in the business is? Of course not.So anyway, you can understand that competent persuaders probably spend their time focused on what they are saying, the content of the message.How do "world class excellence" persuaders elegantly persuade others? They spend most of their time concerned with how they say their message. Personal training tip This is very important information that we can already immediately use. People who are already in rapport were studied using videocameras. It was discovered that these people were mirroring each others posture, inflection, breathing rate and so on. Notice yourself, go into a cafe, restaurant or bar. Observe a pair of lovers, a group of businessmen whatever. Soon you will notice that they are mirroring each others posture.If one is sitting forward, so is the other. If one is sitting back so is the other one. This is an unconscious pattern that people in rapport use to understand and relate to each other. So what we are going to learn to do is to do the behaviors associated with rapport to cause the other person to have rapport with you:1. Rapport on the physiological level - Mirror everything the other person is doing, the more deeply you mirror the more deeply you become in rapport. It should be like the other person is looking in the mirror.Mirror completely: Whole body- the persons stance or overall position.Body parts- any consistent behavioral shrugs, gestures, head nods, or any other types of shifts in their behavior.Breathing- depth and/or speed and/or displacement. (The most powerful form.) Voice- tonality, tempo, volume, intensity and intonation patterns.Because when you mirror the persons physiology, voice and speak at their rate of breathing your message becomes irresistible because it is like their own unconscious (their own inner voice) is speaking to them.The rate at which you breath causes your mind to cycle at a certain rate. So your breathing rate is the speed at which your mind is running. When you are breathing at the same rate as the other person you will be on the same wave length. Remember, the first step of rapport is to meet them where they are. So when you breath at the same rate they are, your mind is running at the same rate as theirs.You will discover that when you do this well, the other person will not want to end the phone conversation or meeting and will be hanging on your every word.Also, people understand best what you are saying at the rate at which they speak.If you talk fast you will more easily understand someone who speaks faster whereas if you talk slow you will more readily understand someone speaking slower. Someone who speaks fast will be a bit bored with the pace of a slow talker. A slow talker will find someone who speaks fast difficult to understand.The rate at which you speak is the rate at which you think and therefore the rate at which you best understand others.The key to mirroring someone breath is to look at them and/or to listen to them. If you are looking at them, try looking at them from a head on angle or a 45 degree angle. Notice the rise and fall of their shoulders against the wall behind them. Watch their nostrils open as they inhale and close as they exhale. Also, presumable when someone is talking they are exhaling and when they stop they are inhaling.The most powerful form of mirroring: Breathing- depth and/or speed and/or displacement.Personal training tip- Why mirror?Because when you mirror the persons physiology, voice and speak at their rate of breathing your message becomes irresistible because it is like their own unconscious is speaking to them.Also, people understand best what you are saying at the rate at which they speak.Personal training tip-a) How it easily and naturally works in daily practice:Pace (mirror) everything with a three beat time lag to start, rapidly narrow the time lag to zero, then lead to see if in accord. So, the other person leans forward, you wait 3 beats and lean forward. Next you mirror the person and follow 2 beats to mirror. Narrow the time lag to 1 beat and next you are doing what they are doing as they are doing it.Think about the normal business meeting. The people greet each other and normally make 60 second to 3 minutes of small talk to make rapport. Then one of the persons makes and indication the small talk is over, both parties shift physical posture and one person will begin the business part of the meeting.So, you pace everything the other person does when you first meet and continue to do so through the first few minutes. Then will come a time for you to change the subject, move your posture and begin your presentation. See if they follow you. If they follow you, then lead them to your outcome. If not, simply go back and get them. Go back to pacing until you get them one way or another. In fact, the encounters you have can become elegant dances of pacing and leading throughout.b) Pacing and leading: Everyone seems to like the use of the words pacing and leading so we use them here. The definition of pacing is talking about or doing things that are verifiable and true in a persons ongoing sensory experience.The definition of leading is: doing something other than the other person is doing.Therefore, one of the many tests for rapport is: lead by doing something other than what the other person is doing and if they follow you then you have it.If they don't, go back to pacing.Remember- You are already always either pacing or leading. You might think this is something new and strange to do on a daily business. This is something that all humans already unconsciously do with each other. You will find that now that you are conscious of this behavior you can use it to your advantage to more rapidly achieve your outcomes. c) Strength instrument calibration: Sensory acuityIn order for you to become completely successful, you need to continually calibrate your sensory acuity so that you immediately tune yourself to the non-verbal signals that indicate a particular state or a change in the person's state.Begin immediately to truly always notice: Skin color change- lighter or darker, Skin muscle tone change- shiny or dull, Lower lip changes- expand (lines not visible) or contract (lines visible), Breathing changes- location, speed, shallow/deep.The key is to take a mental picture or movie of these and continually compare that picture to what you see in front of you now from moment to moment.So: All powerful communicators (sales people, ministers, politicians, managers etc.) do three things if they are to be successful:1. Determine the outcome you want.2. Have your sensory acuity immediately calibrate when you have got the response that you want.3. Have the immediate behavioral flexibility to vary what you are doing to achieve your outcome if what you are doing is not working.[*_*], founder of the investment bank KiwiGrowthPartners.com, has presented his Make More Money NOW seminars all around the world and has co-authored a book of the same title. [*_*] has also been a consultant/faculty member for several of the worlds largest management institutes, including the American Management Association and the National Management Association in the USA, the Management Centre Europe in Belgium, and IMI in Dublin

Summary

Here are the four most common time-wasters, regularly occurring patterns that develop, and- tendencies on the part of salespeople to do things that detract from their effective use of time.