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Working With Purpose Presentation (2012)
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Working With Purpose Presentation (2012) Presentation Transcript

  • 1. TERRITORY LOGISTICSResearch | Plan | Apply | Track | Assess | Celebrate | Succeed [ Purpose ]
  • 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. 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. Develop your mind-set
  • 5. Working with PurposeDo you work with purpose? Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  • 6. Working with PurposeHow do you fill your sales day? Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  • 7. Working with PurposeBIG MEDIUM LITTLE Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  • 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. What Logistics Is Not! Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  • 10. What really is Logistics? Working withPURPOSE! Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  • 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. 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. What’s In A Territory? Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  • 14. Sales Call Planning• Daily, Weekly, Monthly ... Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  • 15. Sales Call Planning• Sales Planner; Campaigns; Data Bases ... Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  • 16. Sales Call Planning• Streets & Trips – Bird’s Eye View Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  • 17. • Streets & Trips – Daily Plan Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  • 18. Territory Hubs Bloomington RichfieldEden Prairie EdinaMinnetonka Minneapolis St. Louis Park Chanhassen Chaska Savage Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  • 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. 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. 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. Key Performance Indicators Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  • 23. SPDR Reports Research | Plan | Apply | Track | Assess | Celebrate | Succeed
  • 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. 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. 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. 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. 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