Time and Territory Management
1
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)
2
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.
3
Account Analysis Drives T&T Management
• Account analysis differs from market analysis. How?
• 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 thorough records
determine BEST time to visit people
have contingency plans
confirm meetings before getting on the plane or in the car
4
Elements of Time and Territory Management for
the Salesperson
Salesperson’s
territory’s
sales quota
Account analysis
Set account
objectives and
sales quotas
Territory-time
allocation
Territory and
customer
evaluation
Scheduling and
routing
Customer sales
planning
5
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,…/
reschedule if waiting too long
• 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
6
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
7
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
8
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)
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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, ….)
9
Undifferentiated Selling Approach
Single-selling
approach
Target accounts
10
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