Presented by Joe Ellers Territory Management Presented by Joe Ellers Taken From the Stellar Seller Sales Coaching Program

Your Presenter: Joe Ellers- Consultant, Trainer, Speaker & Business Strategist. Author of: -The Sales Manager’s Handbook -Sales Professionals 6-Step Guide To Mastery -Sales Management Excellence -Implementing Process Improvement

Don’t confuse busyness with business A lot of salespeople waste a lot of time: On non-sales activities On insignificant customers Talking about the wrong products You can be very busy doing the wrong things

Think about your time… If you made 2-3 calls per week on the wrong customers and spent a total of 2 hours on each call (prep time, drive time, call time), how much time have you wasted? 6.25 sales weeks

Your most valuable asset is your time How much time do you actually spend: Talking to customers (in person/phone)? Trying to sell them something? Is it enough? How much time should you spend?

Be clear on where you need to spend it… Create a Target Account List Put both key existing customers and key potential accounts on the list Determine how much contact each needs

The importance of appointments Many salespeople fail here An appointment is a joint commitment A joint commitment gets you to yes/no faster You waste less time

Understanding Account Potential Look at your current customers and establish some ratios How much: per employee, per square foot, per sales dollar? How much of x do they buy for every dollar of y? What are the success ratios for your customers?

Create a plan that helps you to succeed Look at the week you have planned? How many calls are scheduled? Person/phone Who are they scheduled with? What are you talking about? How much time is actually scheduled trying to sell? Does your schedule match up with your plan?

Hold yourself accountable… Do a week-end review: Did you make the calls you said you would? On the day/time scheduled If not, why not? What was more important than doing what you said you would do? How much time can you schedule?

Action Items Understand the value of your time Be clear on where you need to spend it Understand the value of appointments Understand account potential Crate a plan that drives success Hold yourself accountable