Management of Self: The Key to Greater Sales Productivity Chapter 15 Management of Self: The Key to Greater Sales Productivity

LEARNING OBJECTIVES Discuss four dimensions of self-management List and describe time management strategies Explain factors improving territory management Identify and discuss elements of a records management system Discuss stress management practices

MANAGEMENT OF SELF - A FOUR DIMENSIONAL PROCESS Time management Territory management Records management Stress management

TIME MANAGEMENT METHODS Develop personal goals Prepare a daily “To Do” list Maintain a planning calendar Organize selling tools Save time with; telephones fax electronic data interchange

FIGURE 15.1: DAILY TO DO LIST Date __________________ DAILY TO DO LIST Date __________________ DAILY TO DO LIST Priority Items to do Priority Items to do 3 2 4 1 3 2 4 1 - Call Houston Motors to check on installation of copy machine. - Call Price Optical to make an appointment for product demonstration. - Attend Chamber of Commerce at 3:00 P.M. - Call Simmons Furniture and deal with customer complaint. Notes for tomorrow: Notes for tomorrow:

FIGURE 15.2: PLANNING CALENDAR June ‘99 SUNDAY MONDAY TUESDAY WEDNESDAY THURSDAY FRIDAY SATURDAY 1 9:00 Demo at Charter Federal 11:00 Demo at Mills 3:30 Meet with Helen Siggon 2 3 4 5 10:30 Wheat First Securities 12:00 Lunch with Roy Williams 3:00 Farrells Service Center 9:00 Aastin & Son Storage 10:30 Demo at CMP Sporting Gd. 1:00 Attend Computer Trade Show 9:00 Sales Meeting at Imperial Motor Lodge 1:30 Demo at Omega Homes 10:00 Take Dana to soccer game 6 7 8 9 10 11 12 9:30 Park Realty 11:00 White Tire Service 2:00 Demo at Ritter Seafood 9:00 Demo at Ross accounting service 11:00 Prospecting 2:30 Meet with technical support staff 8:30 Meet with Helen Hunt 12:00 Lunch with Tim 1:00 Demo at Collins Wholesale 8:00 to 12:00 Sales Training 1:30 Meet with M.I.S. staff at Mission College 9:00 Demo at National Bank 1:00 to 5:00 Update sales records 9:00 10-K run (starts at YMCA building) 13 14 15 16 17 18 19

STEPS TO TERRITORY MANAGEMENT Classify all customers Develop a routing and scheduling plan obtain or create a map of territory, marking accounts organize into smaller subdivisions, if necessary develop a routing plan for specific time period develop a schedule accommodating customer’s needs establish extra calls in case you have extra time decide how frequently to call on basis of sale potential

FIGURE 15.3: SALES CALL PLAN Salesperson _______________________ For week ending ______________________ Territory __________________________ Days worked _________________________ _____________________________________________________________________________ Planned Calls Total Completed Calls Number of planned calls _____________ Number of calls only __________________ Number of planned presentations ______ Number of presentations _______________ Number of planned telephone calls _____ Number of telephone calls ______________ Account Category Planning Number of orders ____________________ A. Account calls ____________________ Total miles traveled ___________________ B. Account calls ____________________ A. Account calls _____________________ C. Account calls ____________________ B. Account calls _____________________ D. Account calls ____________________ C. Account calls _____________________ D. Account calls _____________________ Companies called on Address Date Customer rating Comments

COMMON RECORDS KEPT Customer and prospect card files Call reports Expense records Sales records

STRESS MANAGEMENT Maintain optimistic outlook Practice healthy emotional expression Maintain healthy lifestyle