Territory Management The Smarter Than Average Guy’s Guide To Individual Goal Achievement.

Territory Management Plan

Territory Management Be prepared to show your plan.

Territory Management To develop a long term successful strategy, we must ensure we are doing things right (being efficient), while also doing the right things (being effective).

Territory Management It’s important to find common ground between the sponsor’s needs, and the your organizations needs.

Territory Management Every Plan Should include: Goal Booked Units of Cushion

Territory Management Fill your month with A’s

Territory Management Add “B” groups as necessary to insure the territory can achieve goal. Develop a strategy to maximize the effectiveness of these groups.

Territory Management Try to identify a few contingency groups. Recruit groups that can run on short notice if one of your sponsors falls off the calendar

Territory Management To be successful in the long term you need to plan for each and every blood drive.

Territory Management Set clear timelines for the months kick-off. Work ahead to allow for set- backs.

Territory Management Every drive, no matter how experienced the chair, or how many drives they run per year, can benefit from a well-prepared planning meeting. Use the past production efficiency factors to help determine the focus of the meeting.

Territory Management Keep yourself in the driver’s seat. Review efficiency factors before the meeting and be prepared to offer strategies that will help them make their drive run smoother.

Territory Management Stress the importance of consistency. Clearly communicate that reaching sign-up goal is the most effective way of achieving goal. Challenge any passive recruitment plans. Don’t allow statements like “we get lots of walk-ins” to go unchallenged

Territory Management. Never close a planning meeting without trying to schedule a recruitment meeting.

Territory Management. It can be a full blown meeting with all the recruiters or something as simple as a brown bag session to motivate employees.

Recruitment Meeting Prior to meeting: Who is in the audience ? (Honor Society, church members, Safety Committee) How much time can I have? Observe before you speak. What do you see or hear that might help you relate to this group? How will the layout of the room effect your presentation?

Recruitment Meeting The recruitment meeting is the best opportunity for the consultant to influence the drive’s success. Territory representatives need to learn and use effective communication and presentation skills to make the most of these opportunities.

Recruitment Meeting Every meeting should open with a motivational recipient story, a video, or a DVD. We have a compelling story to tell. It’s a good attention grabber and an effective way to remind people why we’re here.

Territory Management. Recruitment Meeting Recipient story / video Hospital and patient needs Annual and daily regional collection goals and the part they play in meeting those goals Component therapy Testing and distribution Community responsibility Donor process History vs. potential Sign-up goal Walk-away goal

Components of the Meeting Recruiting donors: Who to ask (make sure all eligible donors are invited) How to ask (use open-ended questions that give recruiters the opportunity to educate) Donor eligibility (who can and cannot donate) First-time donors, the blood buddy plan Clear message to donors about commitment to donate Type O focus Donor preparation (hydrate, eat a healthy meal) Importance of making and keeping appointments, show-up on time When sign-ups are due Contingency planning in case we have trouble meeting sign-up goal Thank you and close

Territory Management. Start date for recruitment Communication plan (numbers for master scheduler, address and how often they can expect to hear from you) Due date for reaching sign-up goal.

Territory Management. Work your plan Know how you are doing day to day Include your blood drive chairs in the communication process. Communicate success or progress to your groups.

Territory Management. Celebrate !