Managing a territory efficiently is one of a salesperson’s greatest challenges. Salespeople must meet customer needs while making the most of their time. That requires planning. Salespeople need to be able to manage their sales opportunities and manage expectations both internally and externally. They need to make more effective choices about communicating face-to-face versus virtually. Planning schedules to have more time with customers, gaining a balance between their professional goals and their personal time, and using time management tools are skills necessary to effectively use time .
The overall goal of Time and Territory Management (TTM) is to achieve maximum efficiency of salespeople’s use of time and resources employing the skills of Territory Planning, Account Selection, Call Planning and Taking Action. Based on the following model, the objectives are divided into three core capabilities that salespeople associate with managing their time and territory. These three core capabilities are both distinct and interconnected.
The workshop is customized to address each client’s unique challenges when managing sales territories and their time.
Be able to manage expectations both internally and externally to improve
efficiency.
Be able to prioritize activities according to urgency and importance.
Make more effective choices about communicating face-to-face and virtually.
Select and manage sales opportunities.
Make Go/No Go decisions more effectively.
Learn how to structure schedules to have more time with customers.
Use time management tools and planners more effectively.
Learn how to delegate to implement effective resource management.
Use available communication tools to maintain a strong presence within key clients.
Time and Territory Management is an 8 hour program that can be delivered virtually or face-to-face in one full day.
TTM can be tailored to your selling situations with customized role-plays.
