Open Enrollment | Subscribe to Printing Impressions HERE
Follow us on
Bill Farquharson

The Sales Challenge

By Bill Farquharson

About Bill

As a 30 year sales veteran, Bill has the perspective of a been-there, done-that sales rep in the commercial print arena. Following sales fundamentals and giving unapologetically "old school" advice, he writes and speaks in an entertaining fashion to make his points to sales people and owners who sell. "Bill Farquharson will drive your sales momentum."


The Time Management Centerboard

This past summer, I learned to sail. Now, anyone who went to summer camp for a week has probably spent a few hours in a sunfish, tacking around a pond somewhere. This allows the camp to include “...and your child will learn to sail!” in its brochure and justify the “Are you kidding me?” cost.

What I am talking about here is Sailing with a capital “S”—out on the ocean in a range of conditions that went from “Are you kidding me?” beautiful to “Your kidding me!” violent (which is just one step down from “MOMMY!!!” violent).

Sailing itself, while detail oriented, is easy. There is preparation and planning. There’s launch. And there’s execution. What occurred to me as I was splashing through Duxbury Bay in my Marshall 15 is that my sailboat goes where 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 your 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.”

Join Bill and fellow PI World blogger Kelly Mallozzi for a 60 minute Webinar on “Time Management” this Wednesday, Jan. 12 at noon ET. Information and registration is at And don’t forget to use Coupon Code “GPSJanuary” to save $10 off of the price!


Industry Centers:


Click here to leave a comment...
Comment *
Most Recent Comments: