1 Time and Territory Management. 2 It’s All About the Benjamins!!
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Transcript of 1 Time and Territory Management. 2 It’s All About the Benjamins!!
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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???