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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
  • 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
  • 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
  • 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
an organizing system
An Organizing System
  • 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
  • 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
  • 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)
managing travel time in the sales territory
Managing Travel Time in the Sales Territory
  • 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
  • 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)
  • 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
  • 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