TIME & TERRITORY MANAGEMENT

1. Time & Territory Management
(T.T.M.) BY www.seas9.com

2. Time & Territory
Management
Success Means
Or
Working
Working
Hard & Smart
S
M
A
R
T
H
A
R
D
BY www.seas9.com

3. Management of Time and
Territory
BY www.seas9.com

4. 8 Hours a Day
Traveling,
2.05
Waiting,
3.45
Seeing
Customers,
1.05
Administration,
0.15
Personal,
1.05
BY www.seas9.com

5. Smart Territory and Time
Management
• Avoid the time wasting habits
Schedule Your Time
Basic Principles
BY www.seas9.com

6. Smart Territory and Time
Management
• Avoid losing sight of objectives
Basic Principles
Schedule Your Time BY www.seas9.com

7. Smart Territory and Time
Management
• Start the day with a schedule of
objectives divide it into 3 parts.
• Thing 1 MUST do: Label “M” for
“Must”.
• Things I Want to do in order to reach
my goals; label “W” for “WANT”.
• Things I CAN do, if time allows: label
“C” for CAN
Basic Principles
Schedule Your Time
BY www.seas9.com

8. Smart Territory and Time
Management
S Schedule your Time
M Make Time
A Allow Time
R Rational Time
T Take Time
Basic Principles
BY www.seas9.com

9. Smart Territory and Time
Management
• Make every minute productive,
whether you are with the
customer or not.
Basic Principles
Make Time
BY www.seas9.com

10. Smart Territory and Time
Management
• Use it to gather necessary
information, e.g. secretary your
records, product information,
competitive sales people etc.
Basic Principles
Make Time
BY www.seas9.com

11. Smart Territory and Time
Management
• Plan your
approach/presentation on next
call.
Basic Principles
Make Time
BY www.seas9.com

12. Smart Territory and Time
Management
• Anticipate objections/obstacles
and plan to handle them.
Basic Principles
Make Time
BY www.seas9.com

13. Smart Territory and Time
Management
• After the sales call, evaluate it
immediately, write down the
fact/ideas to your next call
more profitable.
Basic Principles
Make Time
BY www.seas9.com

14. Smart Territory and Time
Management
• Ensure most of the time goes to the
most profitable customers.
• Divide customers into 2 groups: A and
B.
• Ration most of your time to the “A”
group; remember the 20:80 ratio.
• Use the phone whenever possible, to
maintain contact with “B” so that you
know when if a person is call is
justified.
Basic Principles
Rational Time
BY www.seas9.com

15. Smart Territory and Time
Management
• Take whatever time is necessary
to make the sale you are after.
• Take enough time to prepare for
an important presentation, even if
it means putting in extra hour.
• If closing the sales requires an
extra hour, take it regardless of
what it does to your schedule.
Phone if possible to reschedule.
• The idea is not to make calls but
to make sales.
Basic Principles
Take Time
BY www.seas9.com

16. Smart Territory and Time
Management
• To do a thorough selling job.
• If your presentation needs 30
minutes do not do it in 15 minutes.
• Allow the time for unpredictable
problems/delays “ about 15 % to
protect against disruptions”.
• Expect the unexpected. Keep your
schedule flexible.
Basic Principles
Allow Time
BY www.seas9.com

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