TERRITORY LOGISTICSResearch | Plan | Apply | Track | Assess | Celebrate | Succeed [ Purpose ]
What is your mind-set?                                                              People who hold the Fixed Mind-set    ...
Develop your mind-setWhen we understand   that every action matters, every            result of our actions    immediately...
Develop your mind-set
Working with PurposeDo you work with            purpose?   Research | Plan | Apply | Track | Assess | Celebrate | Succeed
Working with PurposeHow do you fill your       sales day?  Research | Plan | Apply | Track | Assess | Celebrate | Succeed
Working with PurposeBIG  MEDIUM LITTLE    Research | Plan | Apply | Track | Assess | Celebrate | Succeed
What is Logistics?• The Oxford English Dictionary defines logistics as "the branch of military  science relating to procur...
What Logistics Is Not! Research | Plan | Apply | Track | Assess | Celebrate | Succeed
What really is Logistics? Working withPURPOSE!    Research | Plan | Apply | Track | Assess | Celebrate | Succeed
Research & Understanding• Research Your Customers:    o Google; Website(s); Social Media; www.ada.org    o Organizations; ...
Research & Understanding• Searched:   o 10 Mile Radius of Zip Code 55345   o General Dentists Only (Active & Retired)     ...
What’s In A Territory? Research | Plan | Apply | Track | Assess | Celebrate | Succeed
Sales Call Planning• Daily, Weekly, Monthly ...               Research | Plan | Apply | Track | Assess | Celebrate | Succeed
Sales Call Planning• Sales Planner; Campaigns; Data Bases ...               Research | Plan | Apply | Track | Assess | Cel...
Sales Call Planning• Streets & Trips – Bird’s Eye View               Research | Plan | Apply | Track | Assess | Celebrate ...
• Streets & Trips – Daily Plan               Research | Plan | Apply | Track | Assess | Celebrate | Succeed
Territory Hubs                               Bloomington                                  RichfieldEden Prairie           ...
Territory Hubs• Minneapolis  o   St. Louis Park, Hopkins, Minnetonka, Eden Prairie, Edina, Richfield, Bloomington, Savage,...
Protect Your Plan (Purpose)• Plan your next hub visit …  o   Prior to current visit; helps with scheduling next meeting(s)...
Ways to touch customers• Personal  o   Drop-in; Appointment; Phone• Electronic  o   Email; Website; DVD Video; Fax• Educat...
Key Performance Indicators Research | Plan | Apply | Track | Assess | Celebrate | Succeed
SPDR Reports Research | Plan | Apply | Track | Assess | Celebrate | Succeed
Your “To-Don’t” List• Your to-do (AKA purpose) and to-don’t lists  are intertwined.• Your purpose list helps you complete ...
Your “To-Don’t” List• You can’t get it all done. Trying to get it all done  is a mistake.• It’s important to make strategi...
Refocus Reminder• Pausing every once and a while to look at  your surroundings – to reconnect with your  professional guid...
Celebrate•   Share your wins•   Note your successes on your call sheet•   Note your successes in your SPDR notes•   Treat ...
Working with Purpose“Good plans shape good decisions.              Thats why good planning      helps to make  elusive dre...
Upcoming SlideShare
Loading in...5
×

Working With Purpose Presentation (2012)

187

Published on

Published in: Business
0 Comments
1 Like
Statistics
Notes
  • Be the first to comment

No Downloads
Views
Total Views
187
On Slideshare
0
From Embeds
0
Number of Embeds
1
Actions
Shares
0
Downloads
0
Comments
0
Likes
1
Embeds 0
No embeds

No notes for slide

Transcript of "Working With Purpose Presentation (2012)"

  1. 1. TERRITORY LOGISTICSResearch | Plan | Apply | Track | Assess | Celebrate | Succeed [ Purpose ]
  2. 2. What is your mind-set? People who hold the Fixed Mind-set think “they are the way they are.” That doesn’t mean that they have less of a desire for a positive self-image. So, they want to perform well and look smart. People who hold the Growth Mind-set believe that intelligence can bedeveloped, that the brain is like a muscle that can be trained. This leads to the desire to improve. Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  3. 3. Develop your mind-setWhen we understand that every action matters, every result of our actions immediately improves. Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  4. 4. Develop your mind-set
  5. 5. Working with PurposeDo you work with purpose? Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  6. 6. Working with PurposeHow do you fill your sales day? Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  7. 7. Working with PurposeBIG MEDIUM LITTLE Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  8. 8. What is Logistics?• The Oxford English Dictionary defines logistics as "the branch of military science relating to procuring, maintaining and transporting material, personnel, and facilities."• According to the Council of Logistics Management, logistics contains the integrated planning, control, realization, and monitoring of all internal and network-wide material-, part- and product flow including the necessary information flow in industrial and trading companies along the complete value-added chain (and product life cycle) for the purpose of conforming to customer requirements.• Oxford Dictionary Online defines logistics as, "the detailed organization and implementation of a complex operation." Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  9. 9. What Logistics Is Not! Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  10. 10. What really is Logistics? Working withPURPOSE! Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  11. 11. Research & Understanding• Research Your Customers: o Google; Website(s); Social Media; www.ada.org o Organizations; Study Clubs o Local Media (Online & Print); Advertising (All Types)• Research Your Cities: o Map; Population; Demographics o Chamber of Commerce; Historical Society; Festivals o Main Business(es); Number of Dentists• Research Your Routes & Opportunities: o Most Direct; Most Effective; Timing from Point A to Point B o Fit with Schedule; Open Schedule• Research Your Territory Demographics w/SPDR o Territory Hubs and Reach o Tiers Details; Sales by Key Product; Opportunity o Streets and Trips Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  12. 12. Research & Understanding• Searched: o 10 Mile Radius of Zip Code 55345 o General Dentists Only (Active & Retired) • Results: o 100 Active and Retired GPs in a 5.8 mile radius. Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  13. 13. What’s In A Territory? Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  14. 14. Sales Call Planning• Daily, Weekly, Monthly ... Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  15. 15. Sales Call Planning• Sales Planner; Campaigns; Data Bases ... Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  16. 16. Sales Call Planning• Streets & Trips – Bird’s Eye View Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  17. 17. • Streets & Trips – Daily Plan Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  18. 18. Territory Hubs Bloomington RichfieldEden Prairie EdinaMinnetonka Minneapolis St. Louis Park Chanhassen Chaska Savage Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  19. 19. Territory Hubs• Minneapolis o St. Louis Park, Hopkins, Minnetonka, Eden Prairie, Edina, Richfield, Bloomington, Savage, Chanhassen, Chaska• Rochester o Byron, Pine Island, Cannon Falls• Mankato o New Ulm, Worthington, Blue Earth, Jackson, Fairmont, Marshall, Hutchinson• Albert Lea o Austin, Faribault, Owatonna, Waseca• Burnsville o Apple Valley, Lakeville, Farmington, Rosemont, Northfield• Red Wing o Winona, Lake City, Wabasha Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  20. 20. Protect Your Plan (Purpose)• Plan your next hub visit … o Prior to current visit; helps with scheduling next meeting(s), drop-ins, phone calls;• Leave gaps in your schedule … o To fill in with emergencies; special opportunities• Push meetings out further … o To protect your plan (purpose); time; effectiveness• Say “no” more … o In a kind way, with a smile and by offering immediate alternatives• Start with the end in mind … o Big, medium, then small stuff• Try something different … o Don’t get lulled into the same patterns; open your ears and your mind will follow Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  21. 21. Ways to touch customers• Personal o Drop-in; Appointment; Phone• Electronic o Email; Website; DVD Video; Fax• Education: o Live CE; Webinar; Clinical Chairside; Study Club; Lunch & Learn; Divisional Partnership• Social Media o Twitter; LinkedIn; YouTube; Word Press; Google+• Print o Mail; Articles/Studies; Marketing Literature; CE; Special Offers• Champion o Advocate Call, Email or Letter; Over-the-Shoulder; Ask the Expert; Open House; Evening Round Table Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  22. 22. Key Performance Indicators Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  23. 23. SPDR Reports Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  24. 24. Your “To-Don’t” List• Your to-do (AKA purpose) and to-don’t lists are intertwined.• Your purpose list helps you complete the right things. o It can be visionary, wild, creative, and productive.• Your to-don’t list helps you avoid doing the wrong things. o Your to-don’t list can be responsible, conscientious, protective, and attentive. Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  25. 25. Your “To-Don’t” List• You can’t get it all done. Trying to get it all done is a mistake.• It’s important to make strategic, intentional choices about what you aren’t going to do so you can make time for the purposeful things that are important to do.• It’s important that your to-don’t list is dynamic.• At least once a day, put everything on your to-don’t list. Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  26. 26. Refocus Reminder• Pausing every once and a while to look at your surroundings – to reconnect with your professional guideposts, your strengths, weaknesses, differences, and passions – can prevent you from being lulled into unconscious movement in the wrong direction.• Ask yourself, “is my plan still in sync when taking into account new realities?” Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  27. 27. Celebrate• Share your wins• Note your successes on your call sheet• Note your successes in your SPDR notes• Treat yourself to something special• ?????? Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  28. 28. Working with Purpose“Good plans shape good decisions. Thats why good planning helps to make elusive dreams come true.” Research | Plan | Apply | Track | Assess | Celebrate | Succeed

×