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Chapter 15 Managing Your Time and Territory The Value Of Time “Time is money” Salespeople average 920 hours a year in front of customers Salespeople must make every hour count to be successful Often a question of how to allocate resources

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Chapter 15

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chapter 15

Chapter 15

Managing Your Time and Territory

the value of time
The Value Of Time
  • “Time is money”
  • Salespeople average 920 hours a year in front of customers
  • Salespeople must make every hour count to be successful
  • Often a question of how to allocate resources
  • Think about how much time you have spent on your university education

____Hours in class X ____hours studying = ______


The Time Management Matrix




the self management process
The Self-Management Process

The four stages of the self-management process include:

1) Setting goals

2) Allocating resources

3) Implementing The Time Management Strategy

4) Evaluating performance

setting goals
Setting Goals

The Need For Goals

  • Career goals and objectives should reflect personal ambitions and desires
  • Sales goals provide some of the means for reaching personal objectives
  • Guides the decision process
  • Increases performance

The Nature Of Goals

  • Goals should be specific and measurable
  • Goals should be reachable yet challenging
  • Goals should also be time based

Types Of Sales Goals

Performance Goals (See Exhibit 15.3 – P. 397)

  • Goals relating to outcomes, such as revenue
  • These types of goals should be set first
  • Do not always need to be quantifiable

Activity Goals

  • Behavioral objectives that reflect how hard the salesperson wants to work
  • All are intermediate goals

Conversion Goals

  • Measures of a salesperson’s efficiency
  • They reflect how efficiently the salesperson uses resources, such as time, to accomplish performance goals

Setting Sales Goals

  • Performance and conversion goals are the basis for activity goals
allocating resources
Allocating Resources

Resources To Be Allocated

  • Salespeople consider physical resources as investments because resources must be managed wisely to generate the best possible return
  • A key resource that salespeople manage is time

Where To Allocate Resources

  • Often a question of finding the customers or companies that are most likely to buy and then allocating resources to maximize the opportunities they offer
account classification and resource allocation
Account Classification and Resource Allocation

ABC Analysis

  • Simplest classification scheme that ranks accounts by sales potential – know the 80/20 rule – see P. 400
  • Classification schemes can be used to generate call plans
  • Works well with industries that have regular contact with the same accounts.

Examples: Eli Lilly and SC Johnson Wax

account classification
Account Classification

Grid Analysis

Sales call allocation grid- classifies accounts on the basis of the company’s competitive position with an account along with the accounts sales potential – Exhibit 15.5

Account-opportunity- indicates how much the customer needs/able to buy the product

Strength of position- indicates how strong the salesperson and company are in selling the account

sales call allocation grid
Sales Call Allocation Grid

The Grid and Current Customers

  • Great tool for analyzing current customers
  • Research has found customer share to be a better resource of profit than market share

Market Analysis

  • Evaluation of opportunity within segments in the overall territory to determine allocation of time and other resources

Using The Computer For Analysis

  • The new sales automation software products are designed to lets salespeople determine where an account stands in the buying cycle
time management strategies
Time Management Strategies

Investing In Accounts – Exhibit 15.6

  • Strategies require the use of several resources
  • Salespeople invest in time, free samples or trials, customer training, displays and other resources in their customers
  • Customers generate nearly all of a firm’s revenue
implementing the time management strategy
Implementing The Time Management Strategy
  • Time is a limited resource

Daily Activity Planning

  • Salespeople must have a good understanding of their own work habits


  • Salespeople must allocate time for prospecting and customer care

Prime selling time- time of day at which a salesperson is most likely to see a buyer

  • Prime selling time differs from country to country
time management
Time Management

Planning Process

  • Make a to-do list and prioritize your schedule
  • Estimate the time required for each activity
  • Develop an effective time schedule

Using The Computer For Planning

Tickler file- file or calendar that salespeople use to remember when to call specific accounts

Need For Flexibility

  • To plan for the unexpected make sales calls prioritized; adjust your schedule to fit time concerns
time management17
Time Management

Making More Calls

  • Develop efficient routes and make daily plans
  • “Out Tuesday, back Friday complex”
  • The sales rep must make full use of all available days to get the most out of the territory


  • Method of planning sales calls in a specific order to minimize travel time

Routine call patterns- salespeople see the customers regularly

Variable call patterns- when the salesperson must call on accounts in an irregular order

time management18
Time Management

Routing (Contd.)

Four types of routing plans: P.409

Circular routing

Leapfrog routing

Straight-line routing

Cloverleaf routing


Definition: Dividing the territory into zones, based on ease of travel and concentration of customers, to minimize travel time

  • Works best for compact territories or on non-regular sales calls
time management19
Time Management

Using Mail and Telephone

  • Customers may appreciate a time saving call over a visit
  • Salespeople can make numerous customer care calls

Handling Paperwork and Reports

  • Salespeople should think positively about paperwork
  • Salespeople should not let paperwork accumulate
  • Routine reports should be completed daily
  • Salespeople should set aside a block of nonselling time for paperwork
time management20
Time Management

Using The Computer To Handle Paperwork and Communications

  • Make use of a laptop
  • Can help international selling organizations operate smoothly by reducing communication barriers
  • Territory management capabilities
  • E-mail – no errors & within 24 hours
evaluating performance
Evaluating Performance

Postcall Analysis

  • Salespeople should take a moment to write down what occurred and what needs to be done after each call

Activity Analysis

  • Salespeople should review their activities in relations to their goals

Performance Analysis

  • An earnings goal can be an effective check for overall performance, and evaluate sales by product type

Productivity Analysis

  • Identify which strategies work

Conversion ratio- number of sales per calls; important measure of effectiveness