9-1 Self-Management: Time and Territory 9

9-2 SELF-MANAGEMENT: TIME AND TERRITORY

9-3 Learning Objectives Understand salespeople’s role in time and territory management Explain efficient time management tools for salespeople Discuss territory management techniques Describe the sales manager’s role in time and territory management

SELF-MANAGEMENT: TIME AND TERRITORY 9-4 Learning Objectives Determine how salespeople should allocate their time Design an effective sales territory Measure sales territory performance

SELF-MANAGEMENT: TIME AND TERRITORY EXHIBIT 9-5 Why Time and Territory Management is Important 9.1

SELF-MANAGEMENT: TIME AND TERRITORY expert advice Effective time management improves relationships with clients. Communicate with clients in a valuable and timely fashion. Spend enough time communicating with them so that each one can put their trust in me. Return every call every day and handle every piece of mail once.

SELF-MANAGEMENT: TIME AND TERRITORY 9-7 What is the most efficient use of my time? What is the most effective way to manage my territory? Key questions that drive salespeople in time and territory management: Salespeople’s Role in Time and Territory Management

SELF-MANAGEMENT: TIME AND TERRITORY 9-8 Efficient Time Management Identify Personal Priorities Life priorities – e.g., family, life goals, personal wealth Career priorities – e.g., goals, ambitions, trade-offs Identify Professional Priorities Account priorities – e.g., sales volume, satisfaction, sales potential Activity priorities – e.g., new sales calls, new customers, sales/expense ratio

SELF-MANAGEMENT: TIME AND TERRITORY 9-9 Efficient Time Management Develop a Time Management Plan Daily event schedule Weekly/monthly planning calendar Organization of critical information