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

2. 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

3. 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

4. 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

5. 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?

6. 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

7. 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

8. 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?

9. 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?

10. 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?

11. 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