SelfManagement

1
Self-Management

• Dr. Jim Burton
• Richards College of Business

2
Overview

• Time Management
• Setting Goals
• Sales Territory
• Accounts by Size
• Breakeven Point per Day, Hour, Year
• Self-Management
• Define YOUR MISSION !

3
Time Management

• Plan Your Day (To Do List)
• Plan Your Week
• Plan Your Month
• Plan Your Year
• Put Plans into ACTION !

4
Setting Goals

• Desirable
• Achievable
• Believable
• Measurable
• Focused
• Make Contracts

5
Sales Territory

• Coverage of the Market
• Have Clear Salesperson Responsibilities
• To Evaluate Performance
• To Improve Customer Relations
• To Reduce Sales Expenses
• Match Salesperson w/ Customers Needs
• Benefit Salesman the Company

6
Time Territory Management

• Sales Quota
• Account Analysis - Sales Potential
• Account Goals Sales Quota
• Territory Time Plan
• Customer Time Planning
• Scheduling Routing
• Territory Customer Evaluation

7
Sales Potential

• Undifferentiated Selling
• All accounts equal
• Segmentation Approach
• Key Accounts
• ELMS System
• Multivariable Account
• By industry, then accounts

8
Territory Time Plan

• Number of Accounts in Territory
• No. of Sales Calls to Customers
• Time for Each Sales Call
• Frequency of Customer Sales Calls
• Travel Time
• Nonselling Time
• Return on Time Invested

9
Time Management

• Plan Day, Week, Month
• Qualify the Prospect
• Use Waiting Time
• Use Lunch time Productively
• Do Records/Reports After 5 PM
• Carefully Plan Your Route
• Use Telephone, Fax, E-mail

10
Territory/Customer Evaluation

• Sales Goals vs. Potential
• New Customers
• Repeat Customers
• Number of Customer Complaints
• Goals vs Outcomes
• Measure your Time Efficiency
• Customer Satisfaction
• Respond to Evaluations Positively

11
Define YOUR Mission!

• Clarify your REAL Values
• What are your Dreams?
• What really inspires you?
• What are your talents?
• How can you make a Difference?
• What work would you do for FREE?