How Do Salespeople Spend Their time each week?

1. Selling Time (55%)
• On-Site Contacts (33%)
• Other Selling Contacts (22%)
   
2. Non-Selling Time (35-60%)
• Administrative Tasks (10-20%)
• Travel Time (15-20%)
• Servicing the Account (10-20%)

On Average, selling days are their in a year?  

- excluding sick days, vacation, holidays, conferences,etc...

122

"___________  ___________" well often spells the difference between stellar and average performance.

Allocating Resources

What are the 4 Stages of the

Self-Management Process?

1. Stage One
• Set Goals - Determine What to Accomplish
   
2. Stage Two
• Allocate Resources - Determine Strategies
   
3. Stage Three
• Implement Strategies
   
4. Stage Four
• Evaluate Performance - will goals be reached?

Step One of the Self-Management Process

Setting Goals

The Need for Goals

Step One of the Self-Management Process

Setting Goals

The Nature of Goals

Step One of the Self-Management Process

Setting Goals

What are the 3 Types of Sales Goals?

1. Performance Goals
• ex: $commission per sale - or - monthly prospects goal 
   
2. Conversion Goals
• ex: # of calls per prospect - or -  # of prospects per sale
   
• Conversion Rate: affected by the SALESPERSON'S STRATEGY 
   
3. Activity Goals 
• Last Goal Set b/c they are DETERMINED BY the desired LEVEL OF PERFORMANCE at a certain RATE OF CONVERSION
• ex: # of calls/month - or - #calls/day

-PERFORMANCE and CONVERSION goals are the BASIS FOR ACTIVITY GOALS

Step Two of the Self-Management Process

Allocating Resources

Step Two of the Self-Management Process

Allocating Resources

Where to Allocate Resources

Step Two of the Self-Management Process

Allocating Resources

ABC Analysis

Ranks Accounts by Sales Potential 

Step Two of the Self-Management Process

Allocating Resources

INVESTING IN ACCOUNTS

ALLOCATING the appropriate amount of

TIME and RESOURCES TO ACCOUNTS

Step Two of the Self-Management Process

Allocating Resources

ACCOUNT CLASSIFICATION &

RESOURCE ALLOCATION

Step Two of the Self-Management Process

Allocating Resources

CUSTOMER RELATIONSHIP SOFTWARE (CRM)

**PIPELINE ANALYSIS

Step 3 of Time Management Process

4 Tips to keep in mind when

Implementing the Time Management Strategy

1. Start early
2. Manage Responsiveness
3. Schedule in Advance
4. Use down time wisely 

Step 3  of Time Management Process 

What are the 3 UPS of

IMPLEMENTING THE TIME MANAGEMENT STRATEGY 

1. GET UP
    
2. SHOW UP 
    
3. FOLLOW UP 

Step 3 of Time Management Process

Implementing the Time Management Strategy 

DAILY ACTIVITIES PLANNING

Step 3 of Time Management Process

Implementing the Time Management Strategy 

GUIDELINES

Step Three of Time Management Process

Implementing the Time Management Strategy 

PLANNING PROCESS

1. USING COMPUTER FOR PLANNING 
    
2. NEED FOR FLEXIBILITY

Step Three of Time Management Process

Implementing the Time Management Strategy 

Planning Process

What are the 5 ACTIVITIES performed in the 

PLANNING PROCESS?

1. MAKE LIST of activities to perform
    
2. DETERMINE PRIORITY of each activity
    
3. ESTIMATE TIME it will take to complete activities
    
4. DEVELOP SCHEDULE for activities
    
5. COMPARE ESTIMATED vs ACTUAL TIME SPENT on the activity

Step Three of Time Management Process

Implementing the Time Management Strategy 

MAKING MORE CALLS

1. ROUTING  

Step Three of Time Management Process

Implementing the Time Management Strategy 

Making More Calls

What are the

TWO TYPES of ROUTING PATTERNS?

1. ROUTINE CALL PATTERNS
2. VARIABLE CALL PATTERNS

Step Three of Time Management Process

Implementing the Time Management Strategy 

Making More Calls

what are the 4 TYPES of ROUTING PLANS?

1. Circular Routing
2. Leapfrog Routing
3. Straight-Line Routing
4. Cloverleaf Routing

Circular Approach of Routing 

Leapfrog Approach of Routing

Straight Line Approach to Routing

Cloverleaf Approach to Routing

Step Three of Time Management Process

Implementing the Time Management Strategy

Making More Calls

ZONING in a Sales Territory

Step Three of Time Management Process

Implementing the Time Management Strategy

HANDLING PAPERWORK & REPORTS

every salesperson should learn to handle paperwork efficiently -

• think positively about paperwork, 
• do not let paperwork accumulate
• set aside a block of nonselling time 

Step Four of Time Management Process

Evaluating Performance 

What are the 4 types of Analysis when EVALUATING PERFORMANCE 

1. POSTCALL ANALYSIS
• Write down what occured and what needs tO be done
   
2. ACTIVITY ANALYSIS 
• Set activity goals, then analyze 
   
3. PERFORMANCE Analysis  
• evaluate perfomance relative to performance goals set earlier 
   
4. PRODUCTIVITY ANALYSIS
• identify which strategies work