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

2. 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

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

4. 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

5. 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:

6. 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

7. 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

8. 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

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

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