The document discusses principles for effective time and territory management for salespeople. It recommends: 1) Scheduling your time into things you MUST do, WANT to do, and CAN do if time allows. 2) Making every minute productive by planning calls, anticipating objections, and evaluating past calls. 3) Allowing enough time for important presentations and sales calls to avoid rushing. 4) Spending most time on the most profitable customers using a 20/80 ratio and contacting others by phone.

1. TIME & TERRITORY MANAGEMENT

2. TTM SUCCESS MEANS WORKING HARD OR WORKING SMART WORKING HARD SMART

3. SMART PLANNING MTT BASIC PRINCIPLES S. SCHEDULE YOUR TIME M. MAKE TIME A. ALLOW TIME R. RATION TIME T. TIKE TIME

4. SMART PLANNING (MTT) BASIC PRINCIPLES SCHEDULE TIME * To Avoid Time Wasting Habit * To avoid losing sight of objectives * Start the day with a schedule of objectives divided into 3 parts: 1. Things I MUST do; label “M” for ‘MUST’ 2. Things I WANT to do in order to reach my goals; label “w” for ‘WANT’ 3. Things I CAN do, if time allows; label “C” for ‘CAN’ S

5. MAKE TIME * Make every minute productive, whether you are with the customer or not . * Use it to gather necessary information, e.g. secretary, Your records, Product information, competitive sale-people, etc.. * Plan your approach / presentation on next call. * Anticipate abjections / obstacles and plan to handle them. *After the sales call, evaluate it immediately , write down facts/ ideas to make your next call more profitable M

6. * To do a through selling job ALLOW TIME * If your presentation needs 30 mins. Do not do it in 15 mins. * Allow time for unpredictable problems/delays – about 15% to protect against disruptions. * Expect the unexpected. Keep your schedule flexible A

7. RATION TIME * ENSURE THAT MOST OF THE TIME GOES TO THE POTENTIAL MOST PROFITABLE CUSTOMERS * DIVIDE CUSTOMERS INTO 3 GROUPS: A, B, C. * RATION MOST OF YOUR TME TO THE ‘A’ GROUP; REMEMBER THE 20 : 80 RATIO * USE THE PHONE, WHENEVER POSSIBLE,TO MAINTAIN CONTACT WITH ‘B’ AND ‘C’, SO THAT YOU KNOW WHEN AND IF A PERSONAL CALL IS JUSTIFIED R

8. TAKE TIME * TAKE WHATEVER TIME IS NECESSARY TO MAKE THE SALE YOU ARE AFTER * TAKE ENOUGH TIME TO PRPARE FOR AN IMPORTANT PRESENTAION, EVEN IF IT MEANS PUTTING IN EXTRA HOURS * IF CLOSING THE SALE REQUIRES AN EXTRA HOUR TAKE IT, REGRADLESS OF WHAT IT DOES TO YOUR SCHEDULE. PHONE, IF POSSIBLE,TO RE-SCHDULE. * THE IDEA IS NOT TO MAKE CALLS BUT TO MAKE SALES T

10. Territorial PLANING ‘ EFFICIENT TERRITORY MANAGEMENT’ INVOLVES CAREFUL PLANNING TO COVER MOST EFFECTIVELY THE RELAVENT TYPE OF CUSTOMERS AND INFLUENCERS. IN ORDER TO DETERMINE “ WHERE” THE SALESMAN WILL BE ON ANY ONE DAY, APPROPRIATE MAPS ARE HELPFUL. THE MAP MAY BE PRECISE OR JUST A ROUGH DRWING BY THE SALESMAN. USE PLASTIC MAKERS OF VARYING SHAPES AND COLORS, FLAGS, PINS OR ANY OTHERS SUITABLE INDICATORS TO PHYSICALLY REPRESENT ALL CUSTOMERS IN THEIR PRECISE LOCATIONS ON THE MAP. THE RESULTANT DESTRIBUTION WILL NOT BE UNIFORM DENSITY. THERE MIGHT BE CLUSTERS OF CUSTOMERS IN ONE AREA, AND OTHER CUSTOMERS SCATTERED WIDELY OVER ANOTHER AREA. THE OBJECTIVE IS TO SUBDIVIDE THE TERRITORY SO AS TO PROVIDE AS FAR AS POSSIBLE, AN EQUITABLE WORK LOAD EVERY DAY. HERE, THE SALEMAN’S PERSONAL KNOWLEDGE OF HIS TERRITORY, LOCAL TOPGRAPHY, CHANGING ROAD CONDITIONS, TRAFFIC ETC. WILL HELP DETERMINE THE MOST EFFICIENT SUBDIVISION OF THE GROUND AND WORK TO BE COVERED. FOLLOWING ARE POSSIBLE OF TERRITORIAL SUBDIVSIONS :

11. SIMPLE CYCLE. ROUTINE. SALESMAN ALWAYS IN THE SAME PART OF HIS TERRITORY ON MONDAYS. IF CUSTOMER IS AWAY ONE MONDAY, HE EITHER WAITS ONE WEEK OR THE SALESMAN DISRUPTS HIS PATTERN LATER THAT WEEK. Fig.1 Monday Wednesday Thursday Friday Tuesday

13. Territory has been broken down into 4 segments of equal work load. The fifth day (not necessarily Friday) has a smaller work load to leave time for special visits that day to any of the 4 quarters for urgent non-routine calls. Fig.3 1 2 3 4 5

14. A territory sometimes can not be totally covered in one week. For the salesman who goes round his territory every four weeks, the daily and weekly work patterns are in fig.4. Two or three weeks could elapse before the salesman would be due back in particular quarter of his territory. 1 2 3 4 Fig.4

15. A call missed on a given Monday can automatically be included for the journey on the following Monday. The detour would be minimal. This provides a well distributed pattern of work. FRI WED MON THU TUE MON 1------- TUE 1------- FRI 1 ----------- MON 2 -------- TUE 2 ---------- Fig.5

16. 5 WORKING DAYS, 4 PARTS, THE SALESMAN IS NOT IN THE SAME AREA THE SAME DAY OF THE WEEK. MON A1 ----- TUE B1------ WED C1 ------ THU D1------ FRI A2------ MON B2 ----- TUE C2…. D A B C 1 1 1 1 2 2 2 2 3 3 3 3 4 4 4 4 5 5 5 5 Fig.6