Time Management

TIME IS THE SCARCIST RESOURCE
AND UNLESS IT IS MANGED
NOTHING ELSE WILL BE MANAGED
“PETER DRAKER”

SMART Time Management
Schedule your time Make time Allow time Ration time Take time

1-Schedule Your Time

• To avoid time wasting habits
• Start your day with a schedule of activities divided into 3 parts :

1-things must be done to achieve the goal
2-things can help in reaching the goal
3-thing I can do if time allows.
2-Make Time 
Make every minute productive whether you are with the customer or not
Use it to gather necessary information
Plan your approach/presentation on next call
Expect objections/obstacles
and plan to handle it
After your call evaluate it immediately to make your next call more profitable.

3-Allow Time To do an effective sales call.
If your presentation need 15 minutes,
don’t use it in 5 minutes
Allow time for unpredicted problems
Expect the unexpected
Do the undoable
Keep your schedule flexible

4-Ration Time
Ensure that most of your time goes to the potential most profitable customer
Divided customers into three groups A, B, C
Ration most of your time to the A group
Remember
20 % of your customer
Generate
80 % of your business
5-Take Time 
Take enough time to prepare for an important presentation even if it means it putting in an extra hours
Take extra-ordinary time to complete the sales
(Follow distributor-ask about the availability)
The more you do of what you do,
The more you get of what you have got.
The idea is not to make calls but to make sales

Territorial Management

Effective territory management involves careful planning to cover most effectively the right customer.

• Map is helpful for effective territory management.
• The objective of such map is to subdivide the territory as far as possible a balanced work load every day.
• Territory has been broken down into 6 segment of equal work load.
• Leave time for special visits for urgent non-routine calls.

The performance of sales representative is greatly affected by aforementioned three key variables:
1-Goal Setting.
2-Time Management.
3-Territory Management.
The more information sales representatives have about these three key variables,the better job they can do.
Benefits Of Time Territory Management:
1-It ensures optimum use of limited resource,Time.
2-The way each sales representative manages his/her own Time and Territory is very clear indication to his senior management of his suitablity or not for higher responsabilities.
3-Organized sales representative and his work as well,increse productivity.