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Personal, Time, and Territory Management

Personal, Time, and Territory Management. Learning Objectives: Discover how to develop an effective time management attitude. Recognize the need for organizing your activities and environment as a means of controlling your time. Develop a procedure for getting organized.

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Personal, Time, and Territory Management

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  1. Personal, Time, and Territory Management Learning Objectives: • Discover how to develop an effective time management attitude. • Recognize the need for organizing your activities and environment as a means of controlling your time. • Develop a procedure for getting organized. • Establish an effective organizing system for all activities. • Learn how contact management and mapping programs increase productivity. • Examine the need and the process for managing travel time in your sales territory. • Chapter 15

  2. Attitudes Toward Time • The first question to ask: “What is the best use of my time right now?” - Alan Lakein • Time cannot be managed - Only your activities can be managed • Personal Organization and Self-Management involve: • Self-management or self-discipline • Planning and organizing • Automation systems and techniques

  3. Attitudes Toward Time 86,400 seconds per day to use! • How will you spend your time? • How will you invest your time? • How much to business, service, family, leisure? • How much for yourself? • We have the ability, but what about the desire? • Lack of organization contributes to failure • Organization must become a habit

  4. “Dost thou love life? Then do not squander time, for that’s the stuff life is made of.” Quotable Quotes - Benjamin Franklin

  5. Developing A Time Management Attitude • Mental preparation - takes lots of practice • Some suggestions: • List activities that you want to complete this week • Keep a detailed record of what you do with your time • Audit yourself at the end of each day and week • List five habits that are your biggest obstacles. Write out a plan to correct them

  6. Procedure for Getting Organized • Remove the clutter - even neat piles must go • Clutter in sight is a mental burden • Collect the clutter from everyplace and get it in one location • Sort the clutter • Time critical • Someday • Trash

  7. Procedure for Getting Organized • Deal with priorities • 31-day folder system • Computerized reminders • Set up working categories for the rest (someday material) • Reading • Projects - separate folder for each project

  8. Procedure for Getting Organized • Handle Interruptions

  9. An Organizing System • The Master Calendar • A pocket calendar using 1-31 files kept on your smartphone or office computer • Daily to-do List • This forces you to attach time to each task • Type or write down tasks • Rank them in order of priority • Attack them in order • The Integrated System • Forget about incompletions until they surface in your system • Start a fresh to-do list every day

  10. Procedure for Getting Organized • Identifying Priorities • The Pareto principle: the 80/20 rule • ‘A’ Priorities - pressing and related to your goals • ‘B’ Priorities - something that can be done anytime within a day, week, month • ‘C’ Priorities - Nice to do someday • Time Goals • Parkinson’s law - work expands to fill the time allowed for its completion • Record time next to each item

  11. Maintaining a Positive Attitude Towards Time • Place a time limit on meetings • Set deadlines and beat them • Take advantage of your peak time • Don’t overload on overtime • Do some delegating • It’s okay to say no (no monkeys on your back) • Put it in writing (use a PDA)

  12. Learn to Say… NO!

  13. Managing Travel Time in the Sales Territory • Determine how much time and energy each account receives • ‘A’ - High volume, repeat customers • ‘B’ - Moderate sales volume, but reliable customers • ‘C’ - Lower volume accounts • ‘D’ - Accounts that presently cost you more time and energy to service than you receive in sales and profits

  14. Computer Mapping Systems • Computer software that displays numeric data on maps • Download a trip-planning app to your iPad™ or iPhone™ • Features of most mapping programs • Color maps fully annotated • Zooming capability • Routing information • Hotel, restaurant, and car rental data • Toll free numbers and URL’s • Expense Tracking • Custom Printouts

  15. Global Positioning System (GPS) • The system uses satellites to locate the position of anything with a GPS receiver, like a car. • You always know where you are even in a bad storm or heavy fog • GPS should be standard equipment in your car • Lock your keys in your car, no problem; use your cell phone to call a toll-free number and the satellite system will beam down a signal that will unlock your car door.

  16. Territory Routing Patterns • Cloverleaf • Starting and ending points are the same • Each leaf represents a cluster of customers • Hopscotch • Begin at the most distant point from home base and then make calls on clients on the way home • Circular and Straight Line Patterns • Divide your territory into several segments and schedule appointments by segment • Heuristics Patterns • The largest angle heuristic and the closest next heuristic

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