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Personal, Time, and Territory Management. Learning Objectives: Discover how to develop an effective time management attitude. Recognize the need for organizing your activities and environment as a means of controlling your time. Develop a procedure for getting organized.

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Personal time and territory management
Personal, Time, and Territory Management

Learning Objectives:

  • Discover how to develop an effective time management attitude.

  • Recognize the need for organizing your activities and environment as a means of controlling your time.

  • Develop a procedure for getting organized.

  • Establish an effective organizing system for all activities.

  • Learn how contact management and mapping programs increase productivity.

  • Examine the need and the process for managing travel time in your sales territory.

  • Chapter 15


Attitudes toward time
Attitudes Toward Time

  • The first question to ask:

    “What is the best use of my time right now?”

    - Alan Lakein

  • Time cannot be managed - Only your activities can be managed

  • Personal Organization and Self-Management involve:

    • Self-management or self-discipline

    • Planning and organizing

    • Automation systems and techniques


Attitudes toward time1
Attitudes Toward Time

86,400 seconds per day to use!

  • How will you spend your time?

  • How will you invest your time?

  • How much to business, service, family, leisure?

  • How much for yourself?

  • We have the ability, but what about the desire?

  • Lack of organization contributes to failure

  • Organization must become a habit


  • Quotable quotes

    “Dost thou love life? Then do not squander time, for that’s the stuff life is made of.”

    Quotable Quotes

    - Benjamin Franklin


    Developing a time management attitude
    Developing A Time Management Attitude that’s the stuff life is made of.”

    • Mental preparation - takes lots of practice

    • Some suggestions:

      • List activities that you want to complete this week

      • Keep a detailed record of what you do with your time

      • Audit yourself at the end of each day and week

      • List five habits that are your biggest obstacles. Write out a plan to correct them


    Procedure for getting organized
    Procedure for Getting Organized that’s the stuff life is made of.”

    • Remove the clutter - even neat piles must go

    • Clutter in sight is a mental burden

    • Collect the clutter from everyplace and get it in one location

    • Sort the clutter

      • Time critical

      • Someday

      • Trash


    Procedure for getting organized1
    Procedure for Getting Organized that’s the stuff life is made of.”

    • Deal with priorities

      • 31-day folder system

      • Computerized reminders

    • Set up working categories for the rest (someday material)

      • Reading

      • Projects - separate folder for each project


    Procedure for Getting Organized that’s the stuff life is made of.”

    • Handle Interruptions


    An organizing system
    An Organizing System that’s the stuff life is made of.”

    • The Master Calendar

      • A pocket calendar using 1-31 files kept on your smartphone or office computer

    • Daily to-do List

      • This forces you to attach time to each task

      • Type or write down tasks

      • Rank them in order of priority

      • Attack them in order

    • The Integrated System

      • Forget about incompletions until they surface in your system

      • Start a fresh to-do list every day


    Procedure for getting organized2
    Procedure for Getting Organized that’s the stuff life is made of.”

    • Identifying Priorities

      • The Pareto principle: the 80/20 rule

      • ‘A’ Priorities - pressing and related to your goals

      • ‘B’ Priorities - something that can be done anytime within a day, week, month

      • ‘C’ Priorities - Nice to do someday

    • Time Goals

      • Parkinson’s law - work expands to fill the time allowed for its completion

      • Record time next to each item


    Maintaining a positive attitude towards time
    Maintaining a Positive Attitude Towards Time that’s the stuff life is made of.”

    • Place a time limit on meetings

    • Set deadlines and beat them

    • Take advantage of your peak time

    • Don’t overload on overtime

    • Do some delegating

    • It’s okay to say no (no monkeys on your back)

    • Put it in writing (use a PDA)


    Learn to say no
    Learn to Say… NO! that’s the stuff life is made of.”


    Managing travel time in the sales territory
    Managing Travel Time in the Sales Territory that’s the stuff life is made of.”

    • Determine how much time and energy each account receives

      • ‘A’ - High volume, repeat customers

      • ‘B’ - Moderate sales volume, but reliable customers

      • ‘C’ - Lower volume accounts

      • ‘D’ - Accounts that presently cost you more time and energy to service than you receive in sales and profits


    Computer mapping systems
    Computer Mapping Systems that’s the stuff life is made of.”

    • Computer software that displays numeric data on maps

    • Download a trip-planning app to your iPad™ or iPhone™

    • Features of most mapping programs

      • Color maps fully annotated

      • Zooming capability

      • Routing information

      • Hotel, restaurant, and car rental data

      • Toll free numbers and URL’s

      • Expense Tracking

      • Custom Printouts


    Global positioning system gps
    Global Positioning System (GPS) that’s the stuff life is made of.”

    • The system uses satellites to locate the position of anything with a GPS receiver, like a car.

    • You always know where you are even in a bad storm or heavy fog

    • GPS should be standard equipment in your car

    • Lock your keys in your car, no problem; use your cell phone to call a toll-free number and the satellite system will beam down a signal that will unlock your car door.


    Territory routing patterns
    Territory Routing Patterns that’s the stuff life is made of.”

    • Cloverleaf

      • Starting and ending points are the same

      • Each leaf represents a cluster of customers

    • Hopscotch

      • Begin at the most distant point from home base and then make calls on clients on the way home

    • Circular and Straight Line Patterns

      • Divide your territory into several segments and schedule appointments by segment

      • Heuristics Patterns

      • The largest angle heuristic and the closest next heuristic


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