The One-Day Time & Territory Management© Course Outline
The Self-Paced, Online Time & Territory Management© Course
Sometimes it just isn’t possible to get every one of your sales team in a room at the same time. Maybe you have only a handful of sales reps who are struggling to manage their time well, or perhaps you want to get a new employee off on the right foot by giving an access to this training as part of their onboarding.
The good news is training is available online and is self paced. you can take this training over a day or two or for an entire month (depending on how quickly you want to learn these new skills).
Session 01: 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?
Session 02: 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.
Session 03. 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?
Session 04: 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 05: 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.
Session 06: 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.
Session 07: 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.
Session 08: 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 09: 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.
Session 10: 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.
Session 11: 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.
Session 12: 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 13: 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.
Session 14: 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?
Session 15: 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.
Session 16: Print Your Certificate
- Download and print your personalised certificate.
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