The One-Day Time & Territory Management© Course Outline
The One-Day Time & Territory Management© Course Live Using Zoom
If you have salespeople in other states or overseas who can’t join the rest of your team, you can include them using Zoom. We have different options, so reach out to us to learn more.
Session 1
What Makes an Effective Territory Manager/ Account Manager?
- Definitions: What’s the difference between account managers, territory reps, business development managers, and salespeople?
- Why your sales role is critical in a sales-based organisation.
- What is expected of you in your role?
Analysing the Effectiveness of Your Current Time and Territory Management Methods.
- Take the time and territory management assessment. How do your current skills compare to the best sales reps?
- You need to know what really frustrates your sales manager.
- What you’ll need to do differently to be a highly effective sales rep/territory/account manager.
The Only 3 Ways to Increase Your Sales Success Within Your Sales Territory
- There are only 3 ways to increase your sales within your sales territory. Account & territory management is about working on all 3!
- What do you need to do more of to achieve your monthly sales targets?
How to Develop the Sales and Territory Management Habits Necessary for Achieving a Higher Level of Personal and Professional Control.
- Change and improvement is not easy. Most sales professionals know they need to change and improve their skills, but they never do. How not to be
like the others? - The 6 laws of personal and professional growth.
- How to apply the skills and frameworks you are about to learn to give you the best chance of success.
Session 2
The Power of Planning
- Discovering the 4 types of sales plans you must understand and implement to master your time and sales territory.
- Why is planning one of the cornerstones of effective territory management and why you must start every month, week, and each day with a plan?
- The 6 big questions (and answers) about weekly and daily territory planning.
- Why you must plan your week (and each day) before doing anything else.
- Creating your 5-step weekly territory plan every Monday morning.
- Applying the 5-step daily plan before you start your day.
Managing Your Day With a Central Control System
- What is a Central Control System and why do you need one as an effective account manager?
- Should you use paper or an electronic system? Advice on which systems and methods work best.
- Why you need two “task lists” to manage your time and your territory and what that looks like.
The Secret of Getting Things Done: TRIAGE
- Now you’re using a to-do list; what comes next?
- Knowing what tasks to do first and what you can leave until later. Applying Triage to your tasks.
- How to always know what are your highest and lowest priorities for the day using the 4C method.
Maximising Your Time and Energy on the Road
- Not every hour of your working day is equal. How circadian rhythms impact the way you manage your time, territory, and customers.
- Map your circadian rhythm. When do you have more energy and focus?
- What sales activities should you be doing at different times throughout the day?
Session 3
Managing Your Email, Text Messages, and Interruptions
- Why incoming and outgoing email, texts, and interruptions must be managed effectively if you are to master your time and sales territory.
- A foolproof way to check and respond to incoming email a maximum of six times a day.
- How to use the 6D email management method and other critical email management methods when you’re on the road or in the office.
The Secrets of Day Mapping to Spend More Time on the Road.
- Not every day of the week is equal. What days of the week are usually more productive and less productive?
- How to use ‘Day Mapping’. What sales and non-sales activities should you be doing at different times throughout the day and week? How to structure your day to get accomplished in less time.
Managing Your Customer Relationships
- Not every customer (and prospect) is equal, and why you need to divide your customers into 4 territory categories.
- How to identify your customers and prospects using the categories:
- Turtles
- Camels
- Eagles
- Tigers
- Which of these customer categories should you be investing more or less time with to get the best return on your time investment?
- Specific strategies for managing each customer category.
Mapping Your Sales Territory & Call Cycles
- Why is it important to maximise your time by evaluating or changing your customer and prospect call cycles?
- How often should you be calling and meeting customers throughout your territory? What are typical territory call cycles?
- Reviewing your sales territory calling patterns. Which one would be best for your territory?
- The Straight Line territory call plan
- The Cloverleaf territory call plan
- The City territory call plan
Session 4
Organising Your Vehicle
- Your vehicle is your mobile office, and that’s why it’s important to always keep it organised and functional.
- Arranging what’s inside your vehicle using your car or van’s three triage zones.
- Productivity ideas for your vehicle.
Tools and Templates to Help Maximise the Way You Manage Your Time and Territory
- Introducing the customer focus matrix. Where will you get the greatest return on your time and territory investment over the coming months?
- Product and service focus matrix. What products and services do you sell, and based upon the market, where should you be investing more of your time?
Conclusion
- Final thoughts, ideas, and suggestions. How to put everything you’ve learned from this training into practice.
- What to do if you need some additional help and assistance.
Print Your Certificate
- Download and print your personalised certificate.
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