Time and Territory Management

1. Time and Territory Management

2. Time and Territory Management • T&T is driven by your goals • Four categories for time management in sales: • planning and preparation • travel and waiting • face-to-face selling • non-selling activities (paperwork, sales meetings, customer training)

3. Reasons Companies Develop and Use Sales Territories • To obtain thorough coverage of the market. • To establish each salesperson's responsibilities. • To evaluate performance. • To improve customer relations. • To reduce sales expense. • To allow better matching of salesperson to customer’s needs. • To benefit both salespeople and the company.

4. Account Analysis Drives T&T Management • Account analysis differs from market analysis. How? • Time management is most effective when it is well planned • Planning: • analyze accounts • know where you are going and why • schedule as far in advance as possible • use telephone as much as possible, but don’t undervalue face time • review thorough records • determine BEST time to visit people • have contingency plans • confirm meetings before getting on the plane or in the car

5. Salesperson’s territory’s sales quota Account analysis Set accountobjectives andsales quotas Territory-timeallocation Territory and customer evaluation Scheduling androuting Customer salesplanning Elements of Time and Territory Management for the Salesperson

6. T&T • Travel: • route calls to reduce travel time • always make appointments • use your lunch time (and dinner if possible) • use waiting time for paperwork, calls, e-mails,…/ • reschedule if waiting too long • Face-to-Face: • see the right person • prepare carefully - know your purpose - over prepare • send materials in advance • get right to the purpose - don’t waste time • listen and take notes • qualify early • contact multiple contacts in company in one trip

7. T&T • Non-Selling Activities: • keep office routine to a minimum - do outside of prime selling time • don’t stop after a sale or string of bad luck • keep coffee-breaks, office talk, personal business to minimum • watch customer service - manage your relationships with internal people (office staff, customer service people,..) - you WILL need these people to jump through hoops for you while you are on the road - make sure they want to help you

8. Tid-Bits from the Field • Buy, train yourself, and use a good time management system (paper or electronic) • Manage both personal and professional life with same system • “Boiler plate” as much as you can • Have letters ready and sent immediately following meetings confirming what was agreed to • Always get back to people within hours if possible - regardless of the time of day

9. Tips • Use hotels to their fullest • e-mail access in room - check and respond at night - what else are you going to do? • Voice-mail - same • use hotel faxes, copy services, when needed • use rooms in hotels for meetings to save time - in and out • choose your hotels wisely (e.g., one with services you need, Courtyard Marriott always a good choice) • Keep all receipts organized and file claims as soon as possible • Track your time on activities (treat it like a competition with yourself) • Track your success and failure rates • Be prepared for ANYTHING (e.g., weather, cancellations, bigger than expected meetings, ….)

10. Single-selling approach Target accounts Undifferentiated Selling Approach

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