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Time and Territory Management

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It’s All About the Benjamins!!

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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:– 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

Gotta Know What You’re Aiming For

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Elements of Time and Territory Management for the Salesperson

Salesperson’s territorysales quota

Salesperson’s territorysales quota

Account analysisAccount analysisSet accountobjectives andsales quotas

Set accountobjectives andsales quotas

Territory-timeallocation

Territory-timeallocation

Customer salesplanning

Customer salesplanning

Marketing forDifferent typesOf customers& clients

Marketing forDifferent typesOf customers& clients

Territory and customerevaluation

Territory and customerevaluation

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T&T• Travel:

– 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:– 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-sellingapproach

Target accounts

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Account Segmentation Based on Yearly Sales

Yearly SalesCustomer (actual or Number ofSize potential) Accounts Time %

Extra large over $200,000 5 70%

Large $75,000-200,000 5 20%

Medium $25,000-75,000 2 10%

Small $1,000-25,000 0 0

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Account Segmentation Approach

Extra LargeExtra Large

LargeLarge

MediumMedium

MediumMedium

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Target AccountsMultiple Selling Strategies

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Account Time Allocation by Salesperson

=Customer Calls per Calls per Number of Number ofSize Month Year Accounts Calls per Year

Extra large 4 48 5 240

Large 4 48 5 240

Medium 2 24 2 48

Small 1* 4 0 **

Total 12 528

*every 3 months

** opportunistic calls only

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Daily Customer Plan

Sales Calls

Hours Customers Prospects 7:00-8:00 A.M. Stop by office: pick up

literature, submittals, etc. 8:00-9:00 Travel & pickup biscuits 9:00-10:00 JJ Kirlin; biscuits for Team “A”10:00-11:00 Travel & return phone calls/emails11:30-1:00 P.M. Lunch and learn with RMF Engineers 1:00-2:00 Travel & return phone calls/emails 2:00-3:00 Visit Billy Bob’s HVAC 3:00-3:30 Travel & return phone calls/emails 3:30-4:30 MCC: Negotiating Project “X” 5:00-6:00 Plan next day—do paperwork

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Example of Net Sales by Customer and Call Frequency

RALEIGH SALES ENGINEER “X”

JJK MCC Ivey Comfort S. Piping

CallsPer Month 4 4 4 4 4Year-to-date 36 41 29 14 38Last call 9/20 9/18 8/18 8/10 9/19

Net sales in dollarsCurrent month $60K $250K $0 $0 $0Year-to-date This year $350K $1.4MM $110K $600K $750K Last year $300K $275K $250K $150K $80K

Embedded PowerPoint Video

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What is your time & territory worth???