1. © 2007 The McGraw-Hill Companies, Inc. All rights reserved.

2. Managing Your Time and Territory Why is time so valuable for salespeople? What can you do to “create” more selling time? What should you consider when devising a territory strategy? How does territory strategy relate to account strategy and building partnerships? How should you analyze your daily activities and sales calls? How can you evaluate your own performance so that you can improve? Some questions answered in this chapter are: 15-2 CHAPTER 15 McGraw-Hill/Irwin

3. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. 8 hours x 240 days = 1920 hours per year $40,000  1920 = $20.83 per hour $50,000  1920 = $26.04 per hour Salespeople must make every hour count to be successful Allocating resources well often spells the difference between stellar and average performance 15-3 The Value of Time McGraw-Hill/Irwin

4. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. Stage One –Set goals and determine what is to be accomplished Stage Two –Allocate resources and determine strategies to meet your goals Stage Three –Implement time management strategies Stage Four –Evaluate performance and determine whether the goals will be reached 15-4 The Self-Management Process McGraw-Hill/Irwin

5. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. 15-5 McGraw-Hill/Irwin The Relationship of Goals

6. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. 15-6 Goal Calculations McGraw-Hill/Irwin Monthly earnings goal (performance goal):$6000 Commission per sale:$750 $6000 earnings  $750 per sale = 8 sales Monthly sales goal (performance goal):8 Closings goal (conversion goal):10 % 8 sales x 10 prospects per sale = 80 prospects Monthly prospect goal (performance goal):80 Prospects per calls goal (conversion goal):1 in 3 80 prospects x 3 calls per prospect = 240 calls Monthly sales calls goal (activity goal):240 240 calls  20 working days per month = 12 calls Daily sales calls goal (activity goal):12

7. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. Allocating Resources Resources to be allocated Where to allocate resources Account classification and resource allocation 15-7 McGraw-Hill/Irwin

8. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. Grid analysis –Classifies accounts on the basis of the company’s competitive position and sales potential –Account opportunity –Strength of position ABC analysis –Ranks accounts by sales potential The grid and current customers –Customer share –Account share 15-8 Allocating Resources (continued) McGraw-Hill/Irwin

9. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. Customer relationship management (CRM) software –One database of customers –More complete grid analysis –Pipeline analysis Investing in accounts –Allocating the appropriate amount of time and resources to accounts 15-9 Allocating Resources (continued) McGraw-Hill/Irwin

10. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. Start your day early Manage responsiveness –Respond to emails, voicemails, etc. at specific times of the day when possible Schedule in advance –About one week Use down time wisely –Plan, follow-up, administrative duties 15-10 Implementing the Time Management Strategy McGraw-Hill/Irwin

11. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. Daily activity planning Guidelines Planning process –Using the computer for planning –Need for flexibility 15-11 Implementing the Time Management Strategy (continued) McGraw-Hill/Irwin

12. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. 15-12 Activities Planning Process McGraw-Hill/Irwin

13. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. Making More Calls Routing –Routine call patterns –Variable call patterns Types of routing plans –Circular routing –Leapfrog routing –Straight-line routing –Cloverleaf routing 15-13 McGraw-Hill/Irwin

14. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. 15-14 The Circular Approach to Routing McGraw-Hill/Irwin

15. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. 15-15 The Leapfrog Approach to Routing McGraw-Hill/Irwin

16. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. 15-16 The Straight-line Approach to Routing McGraw-Hill/Irwin

17. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. 15-17 The Cloverleaf Approach to Routing McGraw-Hill/Irwin

18. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. Making More Calls (continued) Zoning Using e-mail and telephone 15-18 McGraw-Hill/Irwin

19. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. Every salesperson should learn to handle paperwork efficiently To minimize paperwork: –Think positively about paperwork –Do not let paperwork accumulate –Set aside a block of nonselling time Using the computer to handle paperwork and communications 15-19 Handling Paperwork and Reports McGraw-Hill/Irwin

20. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. Postcall analysis –Write down what occurred and what needs to be done Activity analysis –Set activity goals, then analyze Performance analysis –Evaluate performance relative to performance goals set earlier Productivity analysis Identify which strategies work 15-20 Evaluating Performance McGraw-Hill/Irwin

21. © 2007 The McGraw-Hill Companies, Inc. All rights reserved. A sales territory can be viewed as a small business. Managing a territory involves setting performance, activity, and conversion goals. To manage customers well, salespeople must analyze their potential. More calls can be accomplished by moving nonselling activities to nonselling time. Effective planning of the salesperson’s day requires setting aside time for important activities. Salespeople must manage their skills. 15-21 Summary McGraw-Hill/Irwin