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  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 Attitudes Toward Time

3  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 Attitudes Toward Time

4 Quotable Quotes 4 - Benjamin Franklin

5  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 Developing A Time Management Attitude

6  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 Procedure for Getting Organized

7  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 Procedure for Getting Organized

8 Handle Interruptions People Superior Associate Subordinate Client or customer Paper Notes Memos Correspondence Periodicals Messages Projects Environmental Factors Telephone calls Visual distractions Comfort factors - temperature - light - clothing

9  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 An Organizing System

10  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 Procedure for Getting Organized

11  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) Maintaining a Positive Attitude Towards Time

12 Learn to Say… NO!

13  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 Managing Travel Time in the Sales Territory

14  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 Computer Mapping Systems

15  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. Global Positioning System (GPS)

16  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 Territory Routing Patterns