Chapter 15

Management of Self: The Key to Greater Sales Productivity

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

MANAGEMENT OF SELF -A FOUR DIMENSIONAL PROCESS

Time management Territory management Records management Stress management

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

FIGURE 15.1: DAILY TO DO LIST

Date __________________

DAILY TO DO LIST

Priority Items to do

32

41

- Call Houston Motors to check on installation of copy machine.

- Call Price Optical to make an appointment for product dem

onstration.- Attend Chamber of Commerce at 3:00 P.M.

- Call Simmons Furniture and deal with customer complaint.

Notes for tomorrow:

Date __________________

DAILY TO DO LIST

Priority Items to do

32

41

Notes for tomorrow:

FIGURE 15.2: PLANNING CALENDAR

SUNDAY WEDNESDAY THURSDAYTUESDAY FRIDAYMONDAY SATURDAY

June ‘99

10:30 Wheat First Securities12:00 Lunch with Roy Williams3:00 Farrells Service Center

1 2 3 4 5

6 7 8 9 10 11 12

13 14 15 16 17 18 19

9:00 Demoat Charter Federal11:00 Demo at Mills3:30 Meet with Helen Siggon

9:00 Aastin & Son Storage10:30 Demo at CMP Sporting Gd.1:00 Attend Computer Trade Show

9:00 Sales Meeting at Imperial Motor Lodge1:30 Demo at Omega Homes

10:00 Take Dana to soccer game

8:00 to 12:00 Sales Training

1:30 Meet with M.I.S. staff at Mission College

9:30 Park Realty 11:00 White Tire Service2:00 Demo at Ritter Seafood

9:00 Demo at Ross accounting service11:00 Prospecting2:30 Meet with technical support staff

8:30 Meet with Helen Hunt12:00 Lunch with Tim1:00 Demo at Collins Wholesale

9:00 Demo at National Bank

1:00 to 5:00 Update sales records

9:00 10-K run(starts at YMCA building)

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

FIGURE 15.3: SALES CALL PLAN

Sales Call PlanSalesperson _______________________ For week ending ______________________Territory __________________________ Days worked ______________________________________________________________________________________________________ Planned Calls Total Completed CallsNumber 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

COMMON RECORDS KEPT

Customer and prospect card files Call reports Expense records Sales records

STRESS MANAGEMENT

Maintain optimistic outlook Practice healthy emotional

expression Maintain healthy lifestyle