Time and Territory Management
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It’s All About the Benjamins!!
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)
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Account Analysis Drives T&T Management
• Time management is most effective when it is well planned
• Planning:
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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 business plans and “to do” lists
Email inbox is NOT a “to do” list
determine BEST time to visit people
have contingency plans
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Gotta Know What You’re Aiming For
Elements of Time and Territory Management for
the Salesperson
Salesperson’s
territory
sales quota
Account analysis
Set account
objectives and
sales quotas
Territory-time
allocation
Territory and
customer
evaluation
Marketing for
Different types
Of customers
& clients
Customer sales
planning
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T&T
• Travel:
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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,…/
get on a routine!!
• Face-to-Face:
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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
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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 office talk, personal business to minimum
– pay extreme attention to customer service
– manage your relationships with internal people (office staff,
TRS Service, GM,..) - you WILL need these people to jump
through hoops for you on occasion- make sure they want to help
you
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Tid-Bits from the Field
• Use Outlook Calendar, train yourself, and be faithful to it.
• Manage both personal and professional life with same
system
• “Boiler plate” as much as you can
• Phone calls and in-person are primary communication
tools. Email is a written follow-up tool. Send immediately
following meetings confirming what was agreed to
• Always get back to people within hours if possible regardless of the time of day
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Undifferentiated Selling Approach
Single-selling
approach
Target accounts
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Account Segmentation
Based on Yearly Sales
Customer
Size
Yearly Sales
(actual or
potential)
Number of
Accounts
Extra large
Large
Medium
Small
over $200,000
$75,000-200,000
$25,000-75,000
$1,000-25,000
5
5
2
0
Time %
70%
20%
10%
0
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Account Segmentation Approach
Multiple Selling Strategies
Target Accounts
Extra Large
1
Large
Medium
2
Medium
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Account Time Allocation by Salesperson
Customer
Size
Calls per Calls per Number of
Month
Year
Accounts
=
Number of
Calls per Year
Extra large
4
48
5
240
Large
4
48
5
240
Medium
2
24
2
48
Small
1*
4
0
**
12
528
Total
*every 3 months
** opportunistic calls only
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Daily Customer Plan
Sales Calls
Hours
7:00-8:00 A.M.
8:00-9:00
9:00-10:00
10:00-11:00
11:30-1:00 P.M.
1:00-2:00
2:00-3:00
3:00-3:30
3:30-4:30
5:00-6:00
Customers
Prospects
Stop by office: pick up
literature, submittals, etc.
Travel & pickup biscuits
JJ Kirlin; biscuits for Team “A”
Travel & return phone calls/emails
Lunch and learn with RMF Engineers
Travel & return phone calls/emails
Visit Billy Bob’s HVAC
Travel & return phone calls/emails
MCC: Negotiating Project “X”
Plan next day—do paperwork
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Example of Net Sales
by Customer and Call Frequency
RALEIGH SALES ENGINEER “X”
JJK
Calls
Per Month
4
Year-to-date
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Last call
9/20
Net sales in dollars
Current month
$60K
Year-to-date
This year
$350K
Last year
$300K
MCC
Ivey
Comfort
S. Piping
4
41
9/18
4
29
8/18
4
14
8/10
4
38
9/19
$250K
$0
$0
$0
$1.4MM
$275K
$110K
$250K
$600K
$150K
$750K
$80K
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Embedded PowerPoint Video
What is your time & territory worth???
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